Lead generation is the #1 goal for 85-90% of trade show exhibitors. But if your booth staff is doing no more than scanning badges or gathering business cards, they’re mostly just generating cold prospects. To ensure you’re providing valuable, actionable leads to the sales team, follow these tips.
Category: Lead Generation and Management
Much of today’s trade show marketing focuses on lead generation. But large sales to strategic B2B accounts typically aren’t decided by a single lead – they are more often determined by a larger buying team, and each member of that team has unique needs that need to be addressed. This has given rise to what’s called “account based marketing” (or ABM). But what does it mean? Find out here!
Attract the right kinds of prospects to your trade show exhibit, your sales team will thank you for qualified, ready to learn more contacts to reach out to post trade show.
New to the trade show and events world? I’ve put together definitions of common terms related to the events and trade show industry so that when your boss asks, you’re prepared to talk shop.
Before you attend a trade show, you know which companies you want to visit at the show. But what happens when the interactions are more than disappointing?