5 Best practices of trade show lead qualification


Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification. This is particularly true for trade show marketers as the primary reason for exhibiting at shows is lead generation, not qualification. 5 BEST PRACTICES OF TRADE SHOW LEAD QUALIFICATION.

5 do’s & don’ts of B2B lead qualification


The first level targeting matrix is industry code (SIC or NAICS) and company size. This is particularly true when returning from trade shows with a large number of booth visitors. One of the failures of BANT (yes I was at IBM) was attempting to answer the four qualification criteria during the first contact. If you are using BANT or a variation of this lead scoring model, don’t attempt to determine the answers to these questions too quickly.

B2B Marketing: 4 solutions to the most common challenges

B2B Lead Generation

Some figured a lead was anyone who filled out a form at a trade show; others had BANT (Budget, Authority, Needs and Timeline) criteria and specific demographic requirements. But, when you purchase lists, you want to find a vendor who looks beyond SIC codes and can create lists by keyword; the results will be more targeted to what you’re looking for.”. Tweet The week before Labor Day, hundreds of marketers descended upon Orlando, Fla., for MarketingSherpa’s B2B Summit 2012.