How to Qualify Trade Show Leads Before Sales Follows Up
How exhibitors qualify trade show leads between the booth and the first sales call: the questions to ask, what to record right after each conversation, when to qualify, nurture or disqualify, and w...
Lead Scoring Template: A Scoresheet You Can Copy
A lead scoring scoresheet a field or event team can fill in on a phone right after a conversation. Copy the table, the columns and the formulas into Excel or Google Sheets, with no download or form.
Digital Business Card with Automatic Lead Scoring: How It Works
A card exchange gives a lead score less to work with than a website visit: the details the person typed, their email domain and a buying role the rep adds. Here's how automatic scoring turns that i...
Business vs Personal Email: What It Tells You About a Lead
A company address tells you where a lead works and ties them to an account; a gmail address tells you little about fit and nothing about intent. Here's how scoring treats each, and how to handle pe...
Buying Roles in B2B Sales: Decision Maker, Influencer, End User, Gatekeeper
What decision makers, influencers, end users and gatekeepers do in a B2B purchase, how to tell them apart in a face-to-face conversation, and what the follow-up should be for each role.
Trade Show Lead Follow-Up: Which Leads to Call First, and When
The order to follow up trade show leads in, how to break ties inside the hot tier, and a day-by-day timeline for the month after the show, including what to do while reps are still traveling.