4 Ways to Approach 2025 Strategic Planning
For many, late summer is the time for strategic planning. This year may be particularly challenging, as many companies took a 'wait and see' approach...
2 min read
Sarah Campagna Wed, Jan 24, 2018
Scenario: You’ve spent the past three days at a trade show. You were really good about not answering emails on your phone while on the exhibition floor. You ran a lead generation promotion that brought in double the leads over last year.
But now it’s Monday. You’re back in the office and your inbox is overflowing. You’ve downloaded the lead list, but there isn’t possibly enough time to do lead qualification research on all of them—and certainly not enough time to make calls. How will you ensure consistent lead follow-up?
Hopefully you’ve already developed an automated lead nurture program designed to move any new prospects through the sales funnel. If so, you can use the format you have already created and the only step you need to take upon returning from the show is entering your leads into your CRM. If you haven’t constructed a lead nurture program for trade show leads, here’s what one might include:
*The right time to call your prospects is going to be different for each. A lead from a company you’ve been chasing should be called approximately 10 days after the show. If a lead has yet to be qualified and has not downloaded any content from your emails, you may want to wait six weeks to call, depending on your availability and corporate sales processes. But whether you’re chasing a whale or a minnow, one call is never enough. Research shows it takes an average of 8-10 touches to reach a new prospect. A combination of emails, voicemails and multiple call attempts at different times is ideal.
By using an automated lead nurture program as part of your trade show follow-up strategy, you can keep prospects engaged until they’re ready to buy. For more tips, read our blog post on succeeding with an inbound marketing approach.
Have questions about implementing or optimizing marketing automation? Contact us.
Sign up for a free 30-min consultation to discuss your business challenge, or let us know how else we can help.
For many, late summer is the time for strategic planning. This year may be particularly challenging, as many companies took a 'wait and see' approach...
Launch hosted a series of sales training workshops with customer service and engineers who have a hand in sales. Together, we discussed tips for...
In our planning and strategy sessions, we always center the conversation around data-driven decision making. So, we decided to dig up 20 sales stats...