« Why 2008 will be a great year to actively pursue trade show marketing… | Home | Why salespeople HATE trade show leads… (part 2) »
Why salespeople HATE trade show leads…
By Joyce McKee | January 3, 2008
Last month when I was walking the aisles of EXPO EXPO, there were several exhibitors who had a fish bowl where you could drop your card in and win “something”.
The lure of the special gift, many people will drop their card in with the hopes of winning the prize. But are those cards leads? Only a select few. The majority are a waste of time, money and effort.
When the exhibitor gets back to the office, those cards might be keyed into their contact management software system with the intent to have a follow-up mailing or email message go out.
Or to the horror of the sales people, they are handed over to sales for follow up.
Salespeople HATE trade show leads!!!
Hey, in sales, time is money and a fish bowl full of lame leads is a real problem. You can spend days or weeks going through them all and get very few sales. We’ll be talking more about what to do about this problem soon.
In fact, I am in the process of writing a report on this topic and have some juicy comments from various sale people regarding their opinions of trade show leads. So If you would like to have your voice heard to our audience, I would like to include your story. Send me an email at joycemckee@letstalktradeshows.com.
BTW, in the report I can crafting, I show how to overcome this problem with several concrete solutions. It is a report that should cause some discussion between sales and marketing in your offices.
Until next time,
Joyce McKee
Topics: Trade Show Tips |
April 25th, 2008 at 3:30 pm
If you want interested companies: look at the visitors on your website.
If they visit severla pages or are coming back, they sure are interested.
All B2B businesses have a website.
Visiting companies can be revealed by company name.
What do you need more?
Possible contacts: use Internet Data Mining