How to Qualify a Lead in the Trade Show Booth Once you've set your goals for leads at trade shows, you need to know how to qualify the leads you will count. There are 4 basic steps to qualify a lead in the trade show booth: Target Profile: know what/who you’re looking for Qualifying Questions: have a standard a list of simple questions containing key indicators Lead Capture: document the answers together with contact information in real-time Booth Training: train sales & booth staff to engage visitors in meaningful conversations Definition, Preparation & Process Are Key People often use the [...]

How to Set Goals for Trade Shows We get this question all the time. It's one we love to answer because it's so important for ROI and executive buy-in. Here's a quick overview of the four ways to set goals for trade shows: Top-of-Funnel Method based on a series of calculations starting with total attendees and taking expected percentages until you arrive at a reasonable goal Reverse Revenue Method based on break-even relative to investment using standard conversion rate and average order size Sales Coverage Method based on a multiple applied to the number of sales professionals, days and hours [...]