Buying Signals: How to Spot Them in a Sales Conversation
A buying signal is anything a prospect says or does that shows they're moving toward a purchase. This guide covers the types, examples, false signals, how to respond, and how to read and capture si...
Lead Retrieval for Exhibitors: How It Works and How to Choose an App
Lead retrieval is how exhibitors collect visitor details at trade shows, usually by scanning badges with the organizer's system. This guide covers how it works, the tools on offer, when the organiz...
Lead Scoring Model Example: A 100-Point Template You Can Copy
A complete 100-point lead scoring model for leads met in person, with every weight, the tier thresholds and a spreadsheet version. Three worked examples show the arithmetic line by line.
Talk-to-Listen Ratio in Sales: How Much Should a Salesperson Talk?
There's no single right talk-to-listen ratio: how much a salesperson should talk depends on the meeting type. This guide covers how to calculate it, how talk time shifts by meeting and stage, and h...
Lead Capture Form Design: How to Build One People Actually Finish
A lead capture form at an event gets filled in on a stranger's phone in a noisy hall, so it has to qualify the lead and still be short enough to finish. Here's how to choose the fields, design it f...
Lead Enrichment: What It Is, How It Works, and How to Use It on Event Leads
Lead enrichment fills in the work email, phone, title and company details a lead didn't give you. This guide covers how it works, how accurate it is, how to choose a tool, and how to use it on the ...