Event lead management

Event lead management is the process that carries each event lead from capture through qualification, routing, and follow-up to a recorded outcome in the CRM.

Your team runs it every week after a show, often across a scanner export, a spreadsheet, and your reps’ inboxes. Each handoff between those places is where a lead slips.

What are the stages?

1. Capture: your reps record who they met and what the buyer said. See event lead capture.
2. Qualify: your team decides which leads fit and are ready. See lead qualification.
3. Route: each lead gets an owner, by account, territory, or round robin. See lead routing.
4. Follow up: each owner makes the first touch inside your follow-up SLA.
5. Record: the outcome lands in the CRM, tied to the show.

Where do your leads slip?

Your leads slip in the handoffs between stages. Your team leaves the list in a spreadsheet for a week before importing it. A lead lands in the CRM without an owner. An owner gets the lead and lets the first touch slide. Watch the unworked lead queue after every show: it shows you each lead that stopped moving.

Where do you find it in FieldXM?

Your reps capture in the FieldXM mobile app, and FieldXM routes each lead to its owner. Assign each lead to an email campaign, a HubSpot sequence, a Salesforce cadence, or direct outreach in FieldXM’s follow-up, then see which first touches haven’t happened in FieldXM’s exception reports.