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Sales Lead Management Association Radio

Sep 2015

How To Double Your Qualified Leads At Your Next Trade Show

September 21, 2015

When asked what they want from marketing, sales reps usual ask for more qualified leads. In this program Matt Hill of the Hill Group tells us how to create double the qualified loads at trade shows. Hill ,who says his company has trained over 60,000 sales reps, says it doesn’t cost more to the create better leads, just reps that are willing to learn. The host this week is Jim Obermayer.

Some of the points covered:
  1. How to attract more visitors to your booth.
  2. How to have more conversations with qualified visitors.
  3. How to politely disengage from conversations.
  4. Three things your booth staff should be doing.
  5. Three things your booth staff should stop doing.
  6. How to decide if a visitor is qualified or not.
This is Matt Hill’s 26th year of providing exhibit staff training. He has trained over 60,000 exhibit staff personnel from around the world. Some of his clients include Microsoft, GE, Toshiba Medical Systems, Intel, Hewlett-Packard, Medtronic, Apple, and the U.S. Department of Commerce. Matt has published three books about working in a trade show environment. He is a career salesperson with over 30 years of experience. He started as a factory rep for Playskool toys, then he was at Xerox selling engineering products and then with his own company, The Hill Group for the past 26 years. He holds a BA degree in psychology from California State University, Northridge. 

Company Bio: 

His company, The Hill Group, is focused in three areas: Training corporate personnel to work in their own trade show booth (Exhibit Staff Training Workshop); training presenters (Presenter Development Workshop); and helping managers work with their younger employees (Managing the Millennial Generation).

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 or call 888-335-0340