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.

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