Comments on: Better Ways to Qualify Leads at the Trade Show http://www.sales-lead-insights.com/2008/qualify-leads/ A B2B LEAD GENERATION, MARKETING & SALES BLOG Tue, 08 Nov 2011 20:57:34 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Sam Miller http://www.sales-lead-insights.com/2008/qualify-leads/comment-page-1/#comment-571 Sam Miller Tue, 06 May 2008 14:36:48 +0000 http://www.sales-lead-insights.com/2008/qualify-leads/#comment-571 <p>Events can be useful. Unfortunately often at some events there are more competitors than customer prospects. Finding the right event therefore is the key to success.</p> Events can be useful. Unfortunately often at some events there are more competitors than customer prospects. Finding the right event therefore is the key to success.

]]> By: Mac McIntosh http://www.sales-lead-insights.com/2008/qualify-leads/comment-page-1/#comment-321 Mac McIntosh Thu, 28 Feb 2008 15:05:57 +0000 http://www.sales-lead-insights.com/2008/qualify-leads/#comment-321 <p>Anne, when I talked about a visitor not being a qualified sales lead, I should have been clearer. "Disqualified" might have been a better word. I was talking about the person who clearly doesn't represent a sales opportunity. </p> <p>Yes, I know that some people may not have a direct role in the decision process, but might represent a foot in the door for a sales opportunity. But others are clearly never going to be in a position to buy your company's products or services, yet can monopolize your time at a show while other viable prospects drift in and out of your booth. </p> <p>That's who I was referring to when I offered the technique for politely disengaging.</p> Anne, when I talked about a visitor not being a qualified sales lead, I should have been clearer. “Disqualified” might have been a better word. I was talking about the person who clearly doesn’t represent a sales opportunity.

Yes, I know that some people may not have a direct role in the decision process, but might represent a foot in the door for a sales opportunity. But others are clearly never going to be in a position to buy your company’s products or services, yet can monopolize your time at a show while other viable prospects drift in and out of your booth.

That’s who I was referring to when I offered the technique for politely disengaging.

]]> By: Amy Hawthorne http://www.sales-lead-insights.com/2008/qualify-leads/comment-page-1/#comment-317 Amy Hawthorne Tue, 26 Feb 2008 23:25:34 +0000 http://www.sales-lead-insights.com/2008/qualify-leads/#comment-317 <p>I know I am consistently frustrated at trade shows with how to bring back the best, hopefully sales ready, leads. But, I think you might be overlooking something Mac. Even if the person you are talking to doesn't have budget authority, they might influence the person who does. At the very least, if you are at a targeted trade show, then you will want to get their contact info so that you have their basic company info and can then discover the right person. Not every person you talk to will be in a buying cycle or have budget authority, but if you can gather a list of targeted companies, you can discover the right contacts and increase the ROI of the trade show.</p> <p>Full disclosure: I am the Director of Marketing at ReachForce and I am especially interested in this topic right now because we have plans to announce a new data service for events next week. Having been plagued by poor ROI from trade shows my whole career, I am hoping this launch will really help marketers to justify the thousands even millions that they spend annually on trade shows by bringing back better leads.</p> I know I am consistently frustrated at trade shows with how to bring back the best, hopefully sales ready, leads. But, I think you might be overlooking something Mac. Even if the person you are talking to doesn’t have budget authority, they might influence the person who does. At the very least, if you are at a targeted trade show, then you will want to get their contact info so that you have their basic company info and can then discover the right person. Not every person you talk to will be in a buying cycle or have budget authority, but if you can gather a list of targeted companies, you can discover the right contacts and increase the ROI of the trade show.

Full disclosure: I am the Director of Marketing at ReachForce and I am especially interested in this topic right now because we have plans to announce a new data service for events next week. Having been plagued by poor ROI from trade shows my whole career, I am hoping this launch will really help marketers to justify the thousands even millions that they spend annually on trade shows by bringing back better leads.

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