Mastering Lead Quality and Post Show Sales Conversion

This webinar will be presented in English and is open to IAAPA members and nonmembers; however, registration is required. Attendees are eligible to earn one continuing education unit (1 CEU) towards IAAPA recertification.

IAAPA research has pinpointed lead generation as the #1 reason companies exhibit at our Expos. Given that many companies operate with extended sales cycles, the ability to capture high-quality leads and nurture them effectively over time significantly impacts exhibiting ROI. This newly curated webinar is laser-focused on providing invaluable insights and strategies to swiftly enhance lead quality and position you for heightened post-show sales conversion.

Topics include:

• Exhibitor lead management challenge: shocking statistics on what is really happening with tradeshow leads
• Formulas for calculating lead cost and revenue opportunity
• Four phases of a “closed-loop” lead management process
• Clearly defining what is and what isn’t a lead
• Mathematical formula for setting specific lead goals
• Determining the best lead information to capture
• How to get your sales team/distributors to support your lead management process
• How to customize your lead capture device to get more quality information
• Overview of IAAPA lead capture systems
• How to create an easy-to-apply lead grading system
• The critical roles of a lead captain
• Strategies for improving lead routing, lead follow-up and building accountability for follow-up and reporting.
• Q&A

Session includes a custom participant planning workbook.