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If you are currently planning your marketing budget for next year you have probably thought of a lunch and learn and a trade show as ways for lead generation. Either of them have their merits but you have to decide what your purpose for the event is? Do you want a mass or targeted prospect? I have written a previous blog on this matter. Let’s explore:

Trade Show:

  • Spy on Competition – Where else can you send a few people to your competitions location to gather data and they are open to give it?
  • Wide Audience – You can hit a wide group of people in your target market in a short span and gather data quickly for a lead nurturing campaign.
  • Recruiting Distributors and Dealers – There will be prospects as well as people who you can connect with that will be able to resell your products or services
  • Cost Per Prospect – a booth can be anywhere from $1 to $500 depending on the number of people attending and the cost of the booth.
  • Market Research – A great place to survey a large group of people about your current and/or future products and services.

Lunch & Learn:

    • Focus –  You can concentrate on pre-qualified prospects and then focus on those not ready to purchase now and put them in a lead nurturing campaign for further lead scoring and qualification.
    • Targeted Audience – Your pre-qualified prospects can be targeted from previous lead nurture campaigns, specific lists, previous or current customers. You can select who hears your message. It will not be just someone random.
    • Time Spent With Prospect – Once you are at the lunch and learn you have the prospects attention for longer than a few seconds as they pass by your booth. You do not have to worry about a mass appeal and the prospect will be in a more relaxed atmosphere.
    • Learn More About Prospect – Because you are able to spend more time with the prospect and hopefully you have had the prospect go through some pre-qualifiers, you will be able to ask more specific questions geared towards their challenges and solutions.
    • More Qualified Prospect –You will have a more qualified prospect that will allow you to shorten the sales cycle, increase your profitability, and have the ability to increase your value as a trusted advisor.


It really boils down to what are your goals of the event? Do you want a mass or targeted prospect? Are you looking to gather data or give a specific message? It is really up to you to decide? Think of this: how long of a sales cycle are you to have for 2012? Can you afford in today’s economic climate to wait for that prospect to reach out to you; or, do you want to take an active approach in your lead generation and lead nurturing going into 2010?  The Decision is yours.



Some of you know that I am a huge hockey fan. I love watching hockey; it does not matter if it is the local kids playing in an afterschool league, Colorado College, or the Dallas Stars. I love watching. I love the ice, the chess match between the coaches, the saves by the goalies, the passing, the power plays, the fighting. It all started when the then Minnesota Stars moved to Dallas in 1993.
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When True North Sports and Entertainment announced that it purchased the Atlanta Thrashers and planned to move the team to Winnipeg I thought, how cool, now the city of Winnipeg gets to experience the same excitement that the DFW Area felt back in 1993.

As a result of the return of the Winnipeg Jets, The Board of Governors meeting in December will discuss the mess of the conferences, divisions, time zones, scheduling, and realignment. Commissioner Bettman has said that there is going to be realignment but how drastic is anyone’s guess. “All those clubs need an opportunity to be heard,” Bettman said. “That’s a process we’ll go through the first half of next season, looking at the issues that clubs want to raise, looking at various possibilities, and trying to figure out what will make the most sense moving forward.” As it stands now, the divisions and conferences will stand for the 2011/2012 season. I thought I would take a stab at realignment for the NHL. Below is what I came up with. It is more regional and the only two difficulties are Nashville in the Southeast, and Western Central Division teams having to travel so much.

Western Pacific: Vancouver, San Jose, Anaheim, Los Angeles, Edmonton
Western Central: Calgary, Dallas, St. Louis, Colorado, Phoenix
Western North: Winnipeg, Detroit, Chicago, Columbus, Minnesota
Eastern Southeast: Tampa Bay, Carolina, Florida, Washington, Nashville
Eastern Northeast: Montréal, Toronto, Ottawa, Buffalo, New York Islanders
Eastern Atlantic: New York Rangers, Boston, Philadelphia, Pittsburg, New Jersey.

What do you think; give me your suggestions?

National Hockey League Tickets

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