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Tech Talk Tuesday
How to capture event attendee buying signals and transform them into sales pipeline in 24 hours or less
PRESENTERS
Presented by
MODERATOR
Ezra PalmerExecutive Producer, Multimedia
eMarketer
Myllisa PattersonSenior Director, Marketing Campaigns
Cvent
Stefani HassSenior Manager, Demand Generation
Cvent
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How to capture event attendee buying signals and transform them into sales pipeline in 24 hours or less
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Take the survey• Check out the Marketer’s Guide to Identifying
Buying Signals At an Event
• Get The Buying Signals Checklist AND an eCertificate for a free coffee!
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Myllisa PattersonSenior Director, Marketing Campaigns
Cvent@Myllisa
Stefani HassSenior Manager, Demand Generation
Cvent
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Today we’ll discuss
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500 Miles 2-3 Days $1,000+
Expressed Interest The Unique Value of Live Events
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Digital Breadcrumbs
Check-in / badging
Poll Answered
KeynoteSession
ExhibitorBooth
1:1Appointment
Post Event Survey
Product Demo
Session Feedback
Respond to marketing Post to
Social Media
Registration
Video of Missed Session
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Check-in / badging
Poll Answered
KeynoteSession
ExhibitorBooth
Product Demo
Session Feedback
Respond to marketing Post to
Social Media
Registration
Registration
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RegistrationBuying SignalCapture complete contact profile
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Check-in / badging
Poll Answered
KeynoteSession
ExhibitorBooth
Product Demo
Session Feedback
Respond to marketing Post to
Social Media
Registration
Check-In & Session Attendance
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Buying SignalFind out what attendees care about & personalize their experience
Check-in / badging
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Check-in / badging
Poll Answered
KeynoteSession
ExhibitorBooth
Product Demo
Session Feedback
Respond to marketing Post to
Social Media
Registration
Polls & Live Q&A
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Buying SignalDeep insights into pains and aspirations.
Poll Answered
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Check-in / badging
Poll Answered
KeynoteSession
ExhibitorBooth
Product Demo
Session Feedback
Respond to marketing Post to
Social Media
Registration
Prioritize Leads
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Who do attendees meet with?
Check-in / badging
Poll Answered
KeynoteSession
ExhibitorBooth
1:1Appointment
Post Event Survey
Product Demo
Session Feedback
Respond to marketing Post to
Social Media
Registration
Video of Missed Session
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Buying SignalExplicit product interest Exhibitor
Booth
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Ask about satisfaction
Check-in / badging
Poll Answered
KeynoteSession
ExhibitorBooth
Post Event Survey
Product Demo
Session Feedback
Respond to marketing Post to
Social Media
Registration
Video of Missed Session
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Collect the right data
Registration Questions Check in data
Session data Exhibit hall traffic & meetings
Surveys
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What you can do with the data
Planning for future eventsFollow up marketing communicationsMarketing future eventsImproving attendee experiencesSales follow up
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Putting your Buying Signals to Work Prioritizing lead follow up
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Customers
Targeted Marketing Revenue$
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Registration Task Detail
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NameCompany
City, StateEmail
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Event Leads
Sales Qualified Leads (40%)
Opportunities (50%)
Closed / Won (20%)
1000
400
200
40
1,200
540
297
74
+20%
+5%
+5%
+5%
Bookings ($10K ASP) $400K $740K
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Event attendee buying signals, if captured, can result in increased sales pipeline and bookings.
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• Don’t forget to take the Quiz!
• Get The Buying Signals Checklist AND an eCertificate for a free coffee!
Questions?
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Q&A SESSION
MODERATORPRESENTER PRESENTER
Myllisa PattersonSenior Director, Marketing Campaigns
Cvent
Stefani HassSenior Manager, Demand Generation
Cvent
Ezra PalmerExecutive Producer, Multimedia
eMarketer