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Sales Lead Management Association Radio

26
Apr

Was that Show Worth It? How to Measure Revenue for Trade Show Investments

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We know that trade shows are a must-have marketing campaign, but each has the cost of the show and the people (people are often 2X the cost of the show).  The good news is that trade show leads take fewer touches to close, but shows are often not measured by their revenue contribution.  In our interview with Victor Kippes, founder and CEO of Validar, he explains how to measure the revenue contribution and how to avoid cutting shows from the schedule because no one can answer, “Was that show worth it?”  The host is Jim Obermayer Read the rest of this entry »

31
Aug

Five Ways to Increase Qualified Leads from Trade Shows by 300%

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Too many companies  go to trade shows because their competitors are there and they fail to realize that shows create their most qualified leads.  Industry stats indicate it takes fewer touches to make a sale from an exhibit visitor.   If this is true, companies should be trying to go to as many shows as possible and the goal should be a high lead count of qualified prospects. In this program, Victor Kippes, President of Validar will describe the Five Ways to Increase Qualified leads by 300%. The host is Jim Obermayer.

Since 2005, Validar Inc. has helped B2B event marketers better understand and articulate their value. Validar’s goal is to close the loop between event marketing and sales by enabling through technology the ability to driving relevant activity to sales while measuring the performance of each customers event marketing campaigns. With Validar you can now truly understand the economic value of your event marketing efforts.

Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, If  the primary purpose is generating renewed interest in your products and services, Validar is the perfect fit.

From capturing leads at tradeshows to managing onsite registration, tracking session attendance, gathering feedback, and providing sponsors lead retrieval they have a full suite of solutions for you. These tools deliver useable data that supports your goals and measures your performance against measurable, actionable objectives. Validar will always provide 100% effort in understanding your event marketing goals and objectives, and our promise is to meet or exceed your expectations at every event.

Call Validar at 1-888-784-2929 or text the word Validar to 878787 to learn more.

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This episode is generously sponsored by The Vanella Group
The Vanella Group, Inc. is the only firm that delivers telebased lead generation programs exclusively for enterprise technology providers. They achieve results 5 times higher than industry standards for outbound lead generation based on the research published by implementing their unique Telesales 2.0 methodology. We are an award winning leader in this space and get results like no other firms. The Vanella Group supports firms from Fortune 500 companies to startups.  To learn more, visit BuildPipeline.com or call 888-335-0340

29
Oct

Why doesn’t Exhibits Management care more about sales leads?

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Host Jim Obermayer interviews Victor Kippes, CEO of Validar on the tough subject of the attitude of trade show managers about sales leads.  Do they really care?  Is their job just to show up and throw up (the exhibit of course) and then not care about the reason for the show?

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.

About Validar

Validar provides B2B lead management solutions to large corporations and we specialize in events. If you are attending or producing an event / campaign with the primary purpose of driving new opportunities to your sales team, Validar can help.

Its solutions lower cost by driving relevant lead follow-up activity to sales and increase revenue by reducing lead decay from campaigns. They enable their customers to identify, categorize and track new opportunities, pipeline and actual revenue contribution from their marketing efforts.  Specialties: B2B lead management solutions for companies that attend or product events.

victork@validar.com

Phone:206.577.1123

Twitter:twitter.com/vkippes

Web: www.validar.com

Blog: http://www.dontaskdontsell.com

YouTubehttp://www.youtube.com/watch?v=SBFEUnB1Bs0

11
Jun

June 14: Victor Kippes, CEO of Validar

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kippes.jpgSLMA Radio host Jim Obermayer will ask Victor if the rumors of the demise in trade shows as a lead generation event is true?  Are trade shows as strong as always?  How can marketing manager make the most of their trade show investment? 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. About Validar Validar is a B2B Lead Management company that specializes in events.  It doesn’t matter whether your exhibiting at a tradeshow, or producing your own event or seminar series.  Since 2005, Validar Inc. has helped companies identify, qualify, and manage leads more efficiently and effectively. With our software and services, companies can capture highly qualified leads at the lowest cost and quantify the performance of their marketing efforts.

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 segment their event attendee based upon both explicit and implicit participation. We enable attendees to control how they are treated post event through technology. victork@validar.com Phone:206.577.1123 Twitter:twitter.com/vkippes Web: www.validar.com Blog: http://www.dontaskdontsell.com/ YouTube: http://www.youtube.com/watch?v=SBFEUnB1Bs0