<img height="1" width="1" src="https://www.facebook.com/tr?id=148973169081615&amp;ev=PageView &amp;noscript=1">

Modern Tradeshow Intelligence

Nothing Takes the Place of Persistence

Posted by Lew Hoff on Jun 25, 2010 10:24:45 AM

What make a great salesperson? Number one on my list is persistence. Without persistence, nothing else matters much. Calvin Coolidge (my favorite president) once said, “Nothing in the world can take the place of persistence. Talent will not. Nothing is more common than unsuccessful men with talent. Genius will not. Unrewarded genius is almost a proverb. Education will not. The world is full of educated derelicts.”

Turning a sales lead into a sale requires persistence. Let me give you one example. Back in the late 60s I was in sales at United Air Lines in New York City. A very successful salesman by the name of Cliff Zabca had been trying to see a major account for months. The man was always too busy. One day Cliff stopped by his prospect’s Midtown office just as the man was about to leave. “Can’t see you now, Cliff. I’ve got to catch a cab to LaGuardia.” Some people would see that as a barrier. Cliff saw it as an opportunity. He accompanied his prospect down the elevator onto the street where he hailed a cab for the man, then jumped in the cab with him. He then had a half-hour of the man’s undivided attention. And, yes, he did make the sale..

Read More

Topics: Trade Show Sales, lead retrieval system, trade, iPad and iPod Touch, systems, Lead Nurturing, Exhibitor lead retrieval, Leads Management, lead retrieval, trade show leads, Trade Show, Sales Lead Follow Up, Tradeshow iPhone App, scanner, Exhibiting at Trade Shows

Trade Show Lead Retrieval – Proven, simple, quick… leads to sales.

Posted by Lew Hoff on May 15, 2009 1:08:00 PM

As a veteran exhibitor, I’m a big fan of electronic lead retrieval. If the name of the game is collecting and qualifying leads, then lead retrieval is often the difference between a good trade show, as an exhibitor and a bad trade show.

Some show organizers claim that lead retrieval is unnecessary because they supply the attendee list to the exhibitors. Even the smallest show has several hundred attendees. And I’d like to ask those show organizers if they have ever made cold calls to 500 people, 450 of whom are not interested in their product. Other show organizers will tell an exhibitor that they can simply get a business card from the attendee.

Read More

Topics: leads, show, retrieval, systems, management, system, Events, Corporate, lead, Organizers, Technologies