Whether your sales team are involved in promoting a conference or selling exhibition space at a trade show, AdPoint’s integrated solutions offer an array of tools to support their sales objectives.
In the planning stages, identifying potential prospects and qualifying those leads, plays a vital role for Sales Management involved in strategizing the event, and setting KPI’s around its performance. AdPoints powerful Lead Generation tools are used to create prospect lists of companies that are within the target group/s. These can be further refined to include/exclude companies who have been involved in previous events, or who have appeared at competitor events.
Budgets and targets can be set against the event itself and for the members of the sales team who have been allocated to it, allowing sales managers instantaneous access to review performance against target.
As proposals are presented, AdPoint’s opportunity and sales pipeline features track the value and proximity to ‘closure’ – allowing for informed decision making on exhibition and print space estimates.
As exhibitors confirm their attendance, and sponsorships are agreed, the flexibility of AdPoint’s booking module allows the customer’s requirements to be managed within a single order. In addition to square meterage of stand space it is common practice to offer ‘add-ons’ including, in-paper coverage, event listings, and peripherals such as lighting and A.V, equipment. These elements, combined within a single order, can be invoiced in their entirety or as ‘staged payments’ at pre-determined ‘milestones’ within the event’s project life-cycle.
All orders entered, are subject to the scrutiny of AdPoint’s finance workflows. This ensures that customers are credit checked where necessary, and that pre-payments are requested where the customer has insufficient payment terms.
For each event, Sales and Finance Managers can set thresholds around the level of discounting by members of the sales team, before the order is routed for authorisation. This means that event orders are subject to the same rigour of cascading authority levels as print and online order discounts awarded by the sales team.
Wherever an event is to be staged, the allocation and positioning of stand space can be planned and monitored within Lineup’s AdMount graphical planning tools. The layout of the exhibition area is a reflection of the each booth’s dimensions and shape. Icons allow users to track which customers are booked to ‘premium’ or ‘standard’ areas. Colour codings are used to identify the ‘type of business’ involved, in this way, planners can recognise possible conflicts which can be resolved in a timely fashion
Using AdPoint’s analytical tools creates a wealth of reporting data, allowing sales team members to analyse how much stand space has been sold, what elements are still in pipeline, how individual members have contributed to the event. Where events are annual or cyclical, it is possible to draw year on year or seasonal comparisons and contrast current performance with previous events.
Lineup’s products contain no legacy software, are 100% web-based, work on all web browsers, and can be cloud based, hosted, or installed locally. Our systems have been developed in cooperation with real sales teams, sales managers, and advertising services teams to increase sales and improve efficiency in the business.
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- Event exhibition booking system covering exhibitor, print, and digital bookings
- Graphical planning tools allow sales users to gain an ‘at a glance’ view of stand and space availability
- Powerful lead generation tools allow for maximum marketing penetration