Mastering Lead Quality and Post Show Sales Conversion

July 23, 2024

Event Type: Education
Region: Global
Event Time: -
Venue: Online
Member Price: $0 | Nonmember Price: $49
Credit Hour(s): 1
Two business men facing in opposite positions, discussing business proposals at a trade show booth during IAAPA Expo

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.


Jefferson Davis headshot

Jefferson Davis

Competitive Edge

Competitive Edge was founded in 1991 in San Bruno, CA by Jefferson Davis. From 1985 through 1990, Jefferson exhibited at over 200 tradeshows. In 1988, he began an intensive study on how to make tradeshows more productive and profitable by assembling the complete body of accessible exhibiting knowledge that existed. In 1991, he wrote his first seminar, “The Seven Secrets of Successful Tradeshow Selling,” and marketed it to tradeshow organizers as a way to help exhibitors get better results.

Since 1991, Competitive Edge has become the most prolific and successful exhibitor educational and training firm in North America. Competitive Edge’s exhibitor educational programs have been delivered to over 270 association and for-profit show organizers, including over 50 of the TSNN Top 250 Tradeshows.


Please Note: Agenda is subject to change.