Mari Anna Vanella, the CEO and founder of The Vanella Group, Inc. tells us that by understating the psychology of prospects and connecting on a peer-to-peer level her staff can exceed industry expectations for lead generation. Their deliverable she says goes beyond just leads when they deliver high value intelligent engagements. We’ll find out how. Jim Obermayer is the host.
Mari Anne will discuss the impact that early engagement has in large enterprise B2B sales cycles.
- Is BANT relevant anymore for engagement with large B2B deals?
- What are some common engagement breakdowns?
- Is there such a thing as predictability with engagement?
- If a company outsources, what should they consider specifically related to engagements?
- Isn’t buying appointments the right thing to do?
About our Guest Mari Anna Vanella Read the rest of this entry »
Getting qualified leads from trade shows must be a mystery because so few people do it. It takes a behind the scenes expert to solve the problem and reveal the easiest ways to create what salespeople want most: qualified sales leads. During this program Victor Kippes, founder and CEO of Validar will share the secrets about qualifying sales leads which he has learned from thousands of trade shows. The host is Jim Obermayer.
Why It's Important
"A trade show is not about quantity of leads, it is about the quality. A quality sales lead is a qualified prospect that has the authority to make a decision and a time frame to pull the trigger."
About Validar Inc.
Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. It is vitally important to us that our customers get the credit they deserve for their event marketing efforts. Our technology not only does this, we also help deliver a best-in-class attendee experience as well. For any business, it is important to know where leads are in their buying cycle so they are treated appropriately and follow-up activity is not wasted. Our solution enables companies to ask the right questions of potential customers when in dialog, to capture the impact event content has on each attendees product interest levels. Our onsite registration, attendee tracking and lead retrieval products are offered on an ala-carte bases based any event type or need.
About Victor Kippes
Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Much of Validar’s value proposition is based upon Victor's experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you. You can follow Victor on Twitter at @vkippes.
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