Execution Breakdown: Sales Team Sent to Trade Show with Defunct Email Address on Business Cards

What separates the winners from everyone else when it comes to successful business execution?

Credit: iStock

Attention to details, or put another way, making sure the operational nuts and bolts are in order. Plus, doing that with a customer-focused mindset that’s spread across the entire organization.

It’s not surprising, with so much emphasis on high-tech tools, that the basic “low tech” stuff that keeps the trains moving can be overlooked or even dismissed. Sometimes, the new tools are positioned in sexy wrapping paper and target (take advantage of?) those always looking for the next shiny new object. Of course, others offer real utility and have staying power.

To be clear, technology and related wow tools can provide amazing ways for marketers and business people to succeed in their jobs. For example, last month I attended a presentation on artificial intelligence and machine learning, geared as an introduction for marketers. Cool stuff and important to know more about that.

The basics aren’t sexy but get the right things done well!

Last week, I reconnected with a former colleague at an industry trade show. It was great seeing him and we exchanged contact info.

The next day I sent him a short note, using the email address on his business card. The message bounced back undeliverable. Strange. Fortunately, I located a second work email address on LinkedIn (we’re connected), and resent my note. Someone he met at the trade show would not have been able to do that.

He responded as follows: “Sorry, we just changed our email addresses and we don’t have new cards yet.” Then, prominently marked in bold red at the bottom of his message was the real “NEW EMAIL ADDRESS” to be used going forward.

I share this story to reinforce my message about the nuts and bolts required for best execution. Continue reading

Put the Marketing in Your Trade Shows

 Published in Sales & Marketing Management

Sales & Marketing Management is the leading authority for executives in the sales and marketing field.

December 9, 2010

By Harvey Chimoff

FISA 2008. Sao Paulo, Brazil.

Trade shows are one of the oldest sales and marketing tactics, and sometimes, well, the output can look a little tired.

To stand out from the pack and get the results you need, make sure you apply strategic marketing discipline to drive your trade show program.

Here are 12 organization and action points to help maximize your trade show marketing.  Consider how you can apply and/or adapt them in your company.

Get the Action Points and Read the Article here.

Harvey Chimoff is a hands-on marketing leader and business-wide collaborator who builds marketing capabilities in B2B/B2C organizations that drive customer success.