Tradeshows are exciting events that can greatly increase your brand awareness and boost lead generation efforts. However, there is much more to a successful event than having a big, fancy booth and droves of people interested in your cool SWAG.

1. DiscoverDiscoverOrgOrg
How to MaximizeHow to Maximize
Your TradeshowYour Tradeshow
ROIROICarolyn HollowellCarolyn Hollowell

2. DiscoverOrg
#1 in Customer Satisfaction 2010, 2011, 2012
Best Sales & Marketing Intelligence Solution

3. WHY DO WE STRUGGLE?
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4. 1. Don’t know
who is
attending
Outbound Marketing

5. 2. Powerless
visitors?
Use Organizational Charts

6. 3. Ineffective or minimal follow-up
Set Red Alerts

7. PROBLEM #1 –
OUTBOUND MARKETING
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8. Build a new list

9. Outbound Marketing
 Build a Outbound Messaging Strategy
– One Month
– Two Weeks
– One Week
– Pre-dialing program
– During
 Mail Merge in Outlook, CRM or Automation
system
 DiscoverOrg YouTube Channel for how to video
Email Strategies

10. One Month
Outbound Marketing
John,
I’m in San Diego next month for the Interface San Diego Tradeshow and was hoping to
set up a meeting at your offices during the week of the 11th
– would the 13th
or the 14th
work for you?
I thought it would be beneficial to sit down for 45 minutes and share with you how
we’ve helped numerous Fortune 500 companies with their cyber security initiatives.
Let me know a few times that would work for you and I will plan on coming by your
offices.
Best Regards,
Carolyn Hollowell
Sr. Director of Marketing
DiscoverOrg
360-718-5607
DiscoverOrg 12581 NE 95th
Street Vancouver, WA 800-657-1233
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11. Outbound Marketing
John,
Have you confirmed for the Interface San Diego Tradeshow on August 14th
? I noticed that some of
your peers from 7-Eleven, Belo Corporation, and American Airlines were attending but didn’t see
ExxonMobil on the list of attendees.
I was reading the seminar schedule and saw a few topics I thought would be particularly interesting
to you:
Keynote: Thinking About, Thinking About IT- John Parrish • Asst. VP, Information Technology,
SND International Airport
Cloud and Data Security: Risk Management and the Malicious Insider -Donald Freese •
Assistant Special Agent in-Charge, Federal Bureau of Investigation, San Diego Division
Here is my code that will get you $400 off of attendance: ICRUSHIT. Let me know if you plan on
attending.
Best Regards,
Carolyn Hollowell
Sr. Director of Marketing
DiscoverOrg
360-718-5607
DiscoverOrg 12581 NE 95th
Street Vancouver, WA 800-657-1233
Unsubscribe

12. Outbound Marketing
John,
I was hoping to set up some time with you at the San Diego Interface conference in two
weeks. Will you be attending?
I’m working with 7-Eleven on their Microsoft Sharepoint 2013 migration and wanted to
share some insights on how they are leveraging what was once disparate data to create
meaningful collaboration within their business units.
There is a seminar break between 10:00am and 11:00am – can I grab some Starbucks for
us and meet you in front of the grand ballroom?
Best Regards,
Carolyn Hollowell
Sr. Director of Marketing
DiscoverOrg
360-718-5607
DiscoverOrg 12518 NE 95th
St. Vancouver, WA 98901 800-333-5681
Unsubscribe

13. John,
I hadn’t heard back from you about Interface next week. Our CEO Richard
Branson asked me to see if you’d have 15 minutes to meet with him. Are you free
at 10:35 or 2:50pm on Thursday?
Best Regards,
Carolyn Hollowell
Sr. Director of Marketing
DiscoverOrg
360-718-5607
DiscoverOrg 12518 NE 95th
St. Vancouver, WA 98901 800-333-5681
Unsubscribe
DiscoverOrg

14. John,
I noticed a few folks from ExxonMobil are at the Interface Tradeshow – are you here as well?
If so, I thought it would be ideal timing for us to get 15 minutes in between sessions – I’ve
been wanting to share with you how we are working with Valero to manage their
unstructured data.
There’s a break between 11:00 and 11:45 – can we meet?
Best Regards,
Carolyn Hollowell
Sr. Director of Marketing
DiscoverOrg
360-718-5607
DiscoverOrg 12518 NE 95th
St Vancouver, WA 98901 800-333-5681
Unsubscribe
DiscoverOrg

15. Outbound Marketing
 Direct Dial phone numbers
 Record a personalized 30 second voicemail message
 Use a Live Conversation Automation Platform
 Voicemail Drops
 Live invites to visit booth or schedule demonstration
 Actions and results of conversations are recorded in CRM
Conversation Automation Campaign
Pre-Dialing:

16. PROBLEM #2 –
FIND THE DECISION MAKER
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18. DiscoverOrg
Fill in the Missing Information

19. Identify the Real
Decision Makers Intuit Org Chart
You meet Eric Cofer
He is a fact gatherer
Now involve his boss
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20. PROBLEM #3 –
EFFICIENT FOLLOW-UP
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22. Watch for Buying Signals

23. Watch for Buying Signals

24.  IT & Finance Org Charts
 Verified Email Address
 IT Projects & Initiatives
 Clean and Append Legacy
Data
 Social Profiles
 Marketo & Eloqua integrations
 96% Direct Dial Phone #s
 Technologies Deployed
 Leadership Moves
 IT Budgets
 Salesforce.com AppExchange
Application
 Physical & HQ Address
 Auto-Refresh of Data
Uncovered by our in-house research team and verified every 90 days
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DiscoverOrg Offers

25. DiscoverOrg

26. THANKTHANK
Questions?
DiscoverOrg
Carolyn Hollowell
chollowell@discoverorg.com
360-718-5607
CONTACT:CONTACT: