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EXHIBITOR Magazine Releases the Results of its 2010 Sales Lead Survey
In June, EXHIBITOR Magazine issued a survey to help shed some light on companies' lead management and follow-up practices, with regard to trade shows and events. The results of that survey, sponsored by Lynch Exhibits Inc. (www.lynchexhibits.com) and In4med Corp. (www.in4medinc.com), found that 98 percent of exhibitors collect sales leads at trade shows, but less than 70 percent have any formalized plan or process in place for how those leads are followed up after the show.
Furthermore, only 47 percent of companies track leads generated at trade shows and events throughout the sales cycle, and only 28 percent measure and report the number of leads that ultimately convert to sales as part of their programs' ROI.
The good news, however, is that despite the industry myth that 80 percent of leads never receive post-show follow-up, four out of 10 respondents report that upwards of 80 percent of the leads they collect at trade shows and events do receive follow-up communication.
"We are extremely grateful to Lynch and In4med for helping to make this research possible," said Travis Stanton, editor of EXHIBITOR magazine. "Despite the critical importance of lead management and follow-up, there is a lot of disinformation and mystery surrounding what exhibitors really do when it comes to lead retrieval, lead scoring, and post-show follow-up. It's exciting to finally have some benchmark data that exhibit and event professionals can use to influence their programs."
Comprehensive results of EXHIBITOR Magazine's 2010 Sales Lead Survey will be published in the September issue of EXHIBITOR Magazine.
For more information on EXHIBITOR Magazine's 2010 Sales Lead Survey, or any of its upcoming research projects, contact Travis Stanton at firstname.lastname@example.org.
About EXHIBITOR Media Group
The leader in trade show and corporate event marketing education, EXHIBITOR Media
Group publishes EXHIBITOR magazine, a monthly publication featuring best practices in
trade show marketing. EXHIBITOR's Learning Events include: EXHIBITOR2011, the
industry's top-rated conference and exhibition for trade show and corporate event
marketing; EXHIBITORFastTrak, accelerated learning conferences; and EXHIBITOR
eTrak, professional online learning. EXHIBITOR Media Group is also the founder and
sponsor of CTSM (Certified Trade Show Marketer), the world's only university-affiliated
certification program for trade show and event marketers. Find out more at
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