Generating Real Sales Leads from Tradeshow/Conferences
Aaron Ross over at "Building The "Sales Machine" shares some great tips on trade show lead generation. Ross writes, "You need a process that emphasizes quality of leads over quantity of names."
I agree. Well meaning marketers can ruin their lead generation results by rushing an unqualified list of tradeshow attendees to their sales team. After doing numerous lead qualification programs, we have found 5% to 15% of trade show inquiries are truly sales ready leads.
So don’t pass marketing driven inquiries to your sales people until they’re more rigorously qualified as sales ready leads. Early stage leads – those who are not ready to speak to a sales person yet – can be developed further with an effective lead nurturing program.
Link: Building The "Sales Machine": How to Generate Real Leads from Trade show/Conferences.
Direct Marketing, Event Marketing, Lead Generation, Lead Management, Lead Nurturing, Lead Qualification, Marketing Strategy, ROI Measurement, Sales, Sales Leads
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Great post, and very helpful links to the other posts. I think you hit a home run with all of the points you made.
I’m going to blog about this topic and trackback to your site. Thanks for the ideas on the subject.
i agree with what you wrote. i experience the same results in my business of selling tradeshow supplies at http://www.portabledisplaysystems.com