Trade show lead follow-up your reps will do
Give every trade show lead an owner, a next step, and a clock, then track attempt rate. See what a fast list turnaround still loses.
After the show Trade show lead follow-up your reps will do Nº 13
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Browse every post in the field guide, from target accounts and attendee lists to follow-up, ROI, and budgets.
13 posts, newest first
What percent of marketing budget should go to events?
Measure what each event returns, then set your share. Event-dependent B2B companies commonly put 20 to 50 percent of program budget into events.
Trade show lead list cleanup: import the CSV in 8 steps
Run the Monday-after lead scrub: clean fields, trace personal emails to companies, dedupe against your CRM, enrich, split outreach, and attribute each row.
How many events can one event manager run?
See why operators put the ceiling at roughly 50–60 events a year per manager, what slips first at peak load, and what to ask before you hire or add tools.
Following up after an exec dinner
Run the executive dinner as part of the parent show: own the invite list, and give every guest an owner, a next step, and follow-up within days.
How to get a conference attendee list (or build one)
Find out why organizers rarely share the full attendee list, what you can get as a sponsor, and how to build your pre-show view from lists you already own.
How to get sales to follow up on event leads
Give each event lead a named owner and a clock, put unworked leads in front of your sales manager, and catch the leads reps work outside the process.
How to measure trade show ROI without lying to yourself
See what to track before, during, and after a show, how to keep sourced and influenced pipeline apart, and why cost per meeting beats cost per scan.
Badge scan leads with no context: how to fix them
See what your reps should capture beyond the badge scan, where that context goes missing, and the 72-hour check that shows whether you kept it.
A pre-show target list your reps will actually use
Build a pre-show target account list your reps will use. Source it, match it to your CRM, tier it and show why, assign owners, and find coverage gaps.
Your best people already built a worse version of this
See why your best operators are right to build their own AI tools for events, and why a tool one person maintains can't do the job of shared infrastructure.
The 50-Event Ceiling
See why operators put the ceiling at 50 to 60 events a year per manager, what it costs you in headcount, and the work that never happens above it.
You Need to Measure Every Event Dollar Like Your Digital Spend
See why paid search wins your budget review with a dashboard while your events bring a story, and how to keep the same record for every event dollar.
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