- Regardless of whether you are using an electronic lead management system, have your own lead form for capturing specific information. When you create the form, get your sales organization (who will be using it) to review it prior to giving it to them to use at the show. Get early buy-in.
- Train your staff how to capture information in the interview process. What information should they be seeking that will be beneficial to follow-up?
- Discipline your staff to categorize your leads – “A”, “B”, “C” as they are generated, and review them each night for completeness.
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