Selling is the pure essence of every business. Nowadays, the internet allows us to reach out worldwide but so does the competition. Selling is no longer a task face-2-face but can be done anywhere and anytime. Managing these opportunities efficiently require more than a MOLESKINE notebook. CRM, Lead Scoring, and Sales Pipeline are only a few terms we should understand today to manage sales in the 21 century.

CRM

Complete CRM or Contact Relationship Management: The new generation of CRMs do not only manage customers but all the contacts you work with. Contacts are processed to be leads and lead processed to become customers. Your CRM needs to save all business interactions so you can monitor the efficiency of your advertising, marketing, sales and customer service activities. Apply for a free 30 minute CRM evaluation (worth EUR 99.-)

Conversion Management

Conversions report real success!: Conversion Management starts by defining your business goals and your target markets. It ensures that every element of your digital activities focuses on measurable goals. Whether you wish your contacts to visit you on your booth, book a meeting or check out your new offering, all need to be tracked to evaluate your communication success.

Discount Coupons offering special deals during your exhibition

Most exhibitors forget to give a good reason to their contacts to visit then or fix a meeting. The major impact of the internet is the nonstop availability of information and products 24/7. To just present on a show what is already available online, is a questionable reason to exhibit. Giving a unique opportunity to close special deals is still a secret weapon of successful exhibitors.

E-commerce

E-commerce, die digital opportunity to sell when the customer is ready to buy: E-commerce (electronic commerce or EC) is the buying and selling of goods and services, or the transmitting of funds or data, over an electronic network, primarily the Internet. These business transactions occur either business-to-business, business-to-consumer, etc. Establish a simple way to order is not only a B2C topic but well defined special offers are an important attraction on Exhibitions.

Lead Generation

Lead generation to generate new opportunities: Besides a well-designed exhibition booth, the communication before and during the show will reach new interested contacts not known to you so far. Providing them with the opportunity through communication channels like phone, Email, Live Chat, Web Forms on Landing Pages or Social Media presence increases your chances of generating new opportunities. All contacts have their preference on what channel they prefer to use…stay flexible and be ready to adapt to these preferences.

Lead Scoring

Lead Scoring to measure engagement intensity: Lead scoring is a shared sales and marketing methodology for ranking leads to determine their sales-readiness. You score leads based on the interest they show in your business, their current place in the buying cycle and their fit in regards to your business. In the exhibition industry, with all the efforts put in online and offline marketing, you should have an overview who shows interest in your offering and who is not overwhelmed by it. While contacts remain unaware of your ability to monitor their interest level, we can provide you real-time reports and statistics on what activity triggered what reactions. The sum of it is reflected in Lead Scores.

Membership Management

Membership Management to give special attention to your very special contacts: Do you have a loyalty program or have key accounts that you want to offer special conditions or services? Such preferential treatment is not only left to country or business clubs. Give your best ones a special feeling where they have access to your program, event specials or unique offerings for them.

Opportunity Management

Opportunity Management controls your sales efficiency: Opportunities need to receive special attention to not slip through some cracks. Qualify opportunities, so you know you are aware of the overall conditions and requirements. Collect the right information of your opportunity so you increase your market intelligence and may optimise future decisions. See what opportunity characteristics have high rates of success and which ones tend to take more time or do not monetize at all. Learning to determine the probability of you closing opportunities offers important help for your budgeting and understanding of your target markets.

Referral Management

Referral Management still brings the highest conversion rates: Simply put, referral marketing is spreading the word about a product or service through a business’ existing customers, rather than traditional advertising. Word-of-mouth marketing, which occurs when others tell each other about business, is also considered a form of referral marketing. Z3 can support you to configure your referral management, so you know who brings you (more) business.

Sales Pipeline

Sales Pipeline lets sales staff focus on what they are employed for: SELLING: A Sales Pipeline is the result of identifying key phases in a sales process and categorising opportunities accordingly. A lead or contact might negotiate various opportunities with your company but not all opportunities are in the same phase. They each need individual attention and might not all follow the same sales path. Z3 offers you tools with maximum flexibility so your sales team is on top of all their opportunities and management is able to monitor their productivity.

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The Exhibitor's most Powerful Software Suite to digitally manage Exhibition Marketing, Sales, Customer Service and Operations! Learn how to revolutionise your industry and gain a sustainable competitive advantage.
Exhibitions deserve the right attention before, during and after the show. We have studied international best practices for years and developed a tool allowing you to professionally attract your leads and customers, amaze them with unique show tools and follow up so no opportunity is left forgotten. With a complete and flexible CRM, a unique appointment calendar and high end online marketing and sales automation tools, your contacts will soon realise why you are on top of your competition. Read more …
Your One-Stop-Shop for exhibit success on a global scale through international exhibitions and congresses. From planning to realisation, build up to break down, chairs to led screens, we are here to make it happen.
Meeting your contacts in person is still as important today as it was before all the fast paced technological developments. Your presentation matters, as this provides potential clients a first insight into your company. You need to be able to attract the right people with the right booth and services. Not sure where to start? We are here to make all of this happen so you can focus on what really matters to you…MAKE BUSINESS. Read more …