Event Technologies

Post Show

After the show there are a number of different trade show lead management responsibilities. Here are some facets of a good lead management program and who takes care of each task.
 

Lead Cleanup – Depending on the trade show lead retrieval system used, there may be duplicates, bad swipes and just bad information in your lead file. Traditionally, the marketing department takes care of cleaning up the lead file before sending it off to sales

Lead Rating - Some companies implement a lead scoring system for proper lead rating. In this scenario, the sales department has to acutely define the different levels of rating and make sure they are in line with what is collected onsite. This technical process is usually outsourced to lead management solution experts, but can be taken care of internally by either the sales or marketing department. 

Sales Lead Distribution – Delivering the leads to the appropriate sales rep in a timely manner is vital to any lead management system. The sales lead distribution process really depends on internal systems in place and corporate structure. However, the sales lead distribution process is normally taken care of by either the sales or IT department.
 

All in all, the trade show lead generation and management process is not as simple as it seems. However, with thorough planning and preparation, you can implement a good lead management solution. If you don’t know quite where to start, we would be happy to give you a free consultation of your current process to give you some pointers.  For more information, please click HERE.