IT Sales in Europe
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Activity:
Question posted: 01 06 2008 21:43:09 +0000,
3 answers, 117 views, last activity
07 06 2010 20:18:08 +0000
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Hey guys.....just taken up a topic on Trade Shows and Ehibitions held for IT companies. Though they seems to be a tool to promote IT sales, do they really bring wonders? If so what are the approaches? Do the visitors who visit the stalls get back to the stall owners in future?
See the tradeshow as creating awareness to your product, but honestly thats that, and need you create a strategy on how to follow up on the potential leads you get there. Then again what is the goal for the trade show? do you want to find partners or end-clients.
I think it would be easier to land a local partner at a tradeshow than closing a deal with a end-client.
As Europe is a mix of several cultures attending an tradeshow in Germany might work, whereas attending a tradeshow in fx UK, Denmark, or Spain would have an whole other outcome.So you need to do your groundwork well and optionally maybe liase with some local vendors to get your product out properly - this means different vendors in each individual european country.
Arranging to get a narrow group of client contacts for a half day session/seminar is much better. You get a focussed audience and get your message across to them.
Exhibitions add value if you participate in industry events...
Leads and network building is what is the often cited benefit. In my personal experience, leads have been more or less insignificant. But have heard colleagues and friends find good leads.
My recommendation is to have junior team members attend these once in a while. If not anything, will sharpen their selling skills.
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It depends on once perception towards their career goals and attitude towards taking the right things at right time. My view rather I would priorities job satisfaction first then salary finally job security. Well, the logic would be, if you are... |
good to read and let us to know our 'Bad Habits' :) |
Hi Sagar, These are very valuable inputs one must know before starting the project. Thanks for listing out the valuable tips. Drilling down into each tip and preparing a checklist would really help the PMs to manage the project more effectively. |