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[VIDEO] How to Maximize Your Pre-Conference Attendee List

With AdWeek approaching, there's no better time to talk about how to make the most from the conferences and events that you attend. One very effective strategy my team uses is to review the attendee list prior to the event.  While many conference attendees quickly glance at the list, I am suggesting more than just a "quick skim."

It's critically important to be able to target the right prospects, the ones you've been chasing, the ones who have the highest propensity to buy the product or solution you're offering. This way, you're laying the groundwork for interactions at the event, as well as the post-event follow-up that can lead you to the deal close



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Could You Be Burying The Lead?


You've done the research
. You know what your prospect needs, and you know that your solution is helpful to them.


So, you construct your email, with a great subject line, and press send at just the right time.

Well, guess what...

After all of that, there is still no guarantee that a prospect is going to read through the entire email.

It's one job to get your prospects eyes initially on your email, but it's another job to get their eyes to 
stay there and ensure that you're not burying the lead.

Along the way, I've learned that i
t's extremely important to consider both of these objectives when constructing your sales emails.

I've also learned that doing the research and constructing the perfect email are not easy tasks. So, with that, I've compiled a few tips that'll keep your prospects reading.

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[VIDEO] Does Your Conference Networking Elevator Pitch Pass “The Mom Test”?


When you're at a conference, how can you make the most of your networking?

In order to make valuable connections, it is crucial to make sure that the conversations your prospects have with you are memorable.

To do this, be sure to come to the conference with a strong elevator pitch in mind.

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5 Hacks to Keep Your Contact Data Clean (Number 5 is our Favorite) – UPDATED

The hard truth: if your sales leads haven’t been updated in the last 12 months, most of them are worthless. Read on to see how you can keep your contact data fresh.

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5 Field Tested Ways to Become a Better Sales Leader

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Once upon a time when I was an individual contributor, I earned Sales Rep of the Year. 

It was an incredible honor and one that I had been working towards and focusing on with every passing quarter. 

As I stood on stage to accept my award, I didn’t think I could feel more proud professionally - that is until I was leading a sales team of my own and one of my reps achieved the same honor

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8 Easy Ways to Make Conferences Work For You

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As an ad sales executive, conferences are a “no-brainer” way to meet prospects.

Whether you are attending a training event, participating as a vendor, sponsor or even if your company is hosting the event, there are always great opportunities to meet new advertisers or enhance an existing relationship.

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5 Quick Ways to Get Your Sales Email Opened

You'll never make a sale if no one reads your email. no one will read your email if they don't open it in the first place. Make sure your email is opened.

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3 Actionable Steps to Close More Deals

You meet with your prospect, run several meetings, they tell you how much they love your proposal. But then you wait... And wait... And wait...

Unfortunately, we've all been there.

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5 Ways to Validate Your Price Point!

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The Challenge:

As a sales or new business executive, you face a plethora of objections when trying to close the deal. Whether you are working to get your foot in the door with a new prospect or sitting down to discuss contract details, you will need to prove the value of you are offering.

One of the most common hurdles you will face is defending the price point of your advertising package.

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