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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

How to capture event attendee buying signals and transform them into sales pipeline in 24 hours or less

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!

Myllisa PattersonSenior Director, Marketing Campaigns

Cvent@Myllisa

Stefani HassSenior Manager, Demand Generation

Cvent

Today we’ll discuss

500 Miles 2-3 Days $1,000+

Expressed Interest The Unique Value of Live Events

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

Check-in / badging

Poll Answered

KeynoteSession

ExhibitorBooth

Product Demo

Session Feedback

Respond to marketing Post to

Social Media

Registration

Registration

RegistrationBuying SignalCapture complete contact profile

Check-in / badging

Poll Answered

KeynoteSession

ExhibitorBooth

Product Demo

Session Feedback

Respond to marketing Post to

Social Media

Registration

Check-In & Session Attendance

Buying SignalFind out what attendees care about & personalize their experience

Check-in / badging

Check-in / badging

Poll Answered

KeynoteSession

ExhibitorBooth

Product Demo

Session Feedback

Respond to marketing Post to

Social Media

Registration

Polls & Live Q&A

Buying SignalDeep insights into pains and aspirations.

Poll Answered

Check-in / badging

Poll Answered

KeynoteSession

ExhibitorBooth

Product Demo

Session Feedback

Respond to marketing Post to

Social Media

Registration

Prioritize Leads

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

Buying SignalExplicit product interest Exhibitor

Booth

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

Collect the right data

Registration Questions Check in data

Session data Exhibit hall traffic & meetings

Surveys

What you can do with the data

Planning for future eventsFollow up marketing communicationsMarketing future eventsImproving attendee experiencesSales follow up

Putting your Buying Signals to Work Prioritizing lead follow up

Customers

Targeted Marketing Revenue$

Registration Task Detail

NameCompany

City, StateEmail

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

Event attendee buying signals, if captured, can result in increased sales pipeline and bookings.

• Don’t forget to take the Quiz!

• Get The Buying Signals Checklist AND an eCertificate for a free coffee!

Questions?

Q&A SESSION

MODERATORPRESENTER PRESENTER

Myllisa PattersonSenior Director, Marketing Campaigns

Cvent

Stefani HassSenior Manager, Demand Generation

Cvent

Ezra PalmerExecutive Producer, Multimedia

eMarketer