Most Viewed TDmonthly Magazine Stories (Past 12 Months)
1.
Event Marketing Guru’s Corner: Selling Too Much The pure, anecdotal sales pitch is dead, and few observers are mourning its passing. Have you noticed how difficult it is for anyone with the word “sales” in his or her title to get a simple appointment?...
1/1/2009
2.
Event Marketing Guru’s Corner: The Age of Business Theater Evolution on the trade show floor is moving in the direction of experiential marketing — driven by increasingly informed and sophisticated attendees who are demanding a “show me” form of exhibiting...
12/1/2008
3.
Event Marketing Guru’s Corner: Green Means Go Buying signals are all around us. We just have to learn to recognize them. They’re very much like a traffic light — red, yellow and green signals to stop, proceed with caution, or continue...
Event Marketing Guru’s Corner: Harvesting Leads for Sales In TDmonthly Magazine’s July issue, Part I of this article series covered setting measurable objectives and creating a lead system that will allow event staff to collect the right information in preparation for follow-up with potential clients...
8/1/2009
3.
TDmonthly Goes Inside ... Sideshow Collectibles Unlike other manufacturers who rely exclusively on laser scans and digital-wax outputs to create character likenesses, Sideshow Collectibles still hires artists to individually sculpt 90 percent of the faces and bodies for its action figures and collectibles...
8/1/2009
4.
Event Marketing Guru’s Corner: Harvesting Leads for Sales According to the Center of Exhibition Industry Research (CEIR), “91 percent of decision–makers prefer to make purchasing decisions at exhibitions,” versus any other marketing medium. If that’s the case, why are tradeshows under such scrutiny...
7/1/2009
5.
Event Marketing Guru's Corner: Selling to Qualified Prospects Eighty percent of your competition spends exhaustive and futile time presenting to prospects that are never going to buy, yielding extremely poor "return on objectives" (ROO) by spending exhibit time inefficiently...
6/1/2009
6.
Event Marketing Guru’s Corner: Why the CIA Is Your Friend For the purpose of this article, CIA does not stand for Central Intelligence Agency. Rather, it stands for Competitive Intelligence Advantage. Your CIA must be kept current at all times and requires a clear strategy for application...
5/1/2009
7.
Event Marketing Guru’s Corner: Green Means Go Buying signals are all around us. We just have to learn to recognize them. They’re very much like a traffic light — red, yellow and green signals to stop, proceed with caution, or continue...
Event Marketing Guru’s Corner: Selling Too Much The pure, anecdotal sales pitch is dead, and few observers are mourning its passing. Have you noticed how difficult it is for anyone with the word “sales” in his or her title to get a simple appointment?...
1/1/2009
10.
Event Marketing Guru’s Corner: The Age of Business Theater Evolution on the trade show floor is moving in the direction of experiential marketing — driven by increasingly informed and sophisticated attendees who are demanding a “show me” form of exhibiting...
12/1/2008
11.
Event Marketing Guru’s Corner: How to Handle Objections One of the most overlooked and under-valued areas of professional selling is the mastery of addressing and effectively handling the real reason sales do not occur...
11/1/2008
12.
Branding Toys: Perception To wrap up our series on Branding Toys, this month we look at the last of the 4Ps: perception...
Event Marketing Guru’s Corner: Knowing “No” An exhibition industry supplier friend of mine recently explained to me how dejected she felt after hearing “no” so many times while conducting sales calls...
9/1/2008
15.
Event Marketing Guru’s Corner: 5 Steps That Sell Each of us is bombarded with more than 5,000 promotional and marketing messages daily. To be more effective in communicating in today’s marketplace, your message must cut through informational and promotional clutter...
8/1/2008
16.
Branding Toys: Personality Continuing from last month’s article, “Branding Toys: The Position,” we now look at the third of the 4Ps of branding: personality...
