You know the story. Your team returns from a tradeshow with a bunch of hot leads. They plan to follow-up on the leads, but they’ve been on the road for several days. Work has piled up while they were gone. Days, even weeks pass before they start lead follow-up. In the interim, all those […]
If exhibiting ROI is the name of your game, lead management is the playbook! Unfortunately, what many exhibitors call leads are not really leads at all. A person walks into their booth, a booth staffer quickly scans their badge with no real engagement, doesn’t ask any qualifying questions, and then moves on to the […]
For too many exhibitors, tradeshow lead follow-up means sending out literature, making a few phone calls, sending an email, and if the prospect doesn’t respond quickly, giving up. This is in sharp contrast to what the highly successful exhibitor does. The real purpose of a good lead management process is to be there when they buyer […]