We asked 10 experts to share their opinions on customer-relationship management systems.
"Choose cloud-based, mobile, lead-capture solutions that provide real-time integration into CRM systems."
— Tishan Mills, Co-CEO and founder, QuickTapSurvey
"Focus on a closed-loop system to ensure that leads are followed up properly."
— Michael Flavin, account executive, Gateway Exhibit Services in partnership with Skyline Exhibits
"A lot of show registrants provide incomplete data, so the ability to scan badges and edit info on your device is key."
— Pete Gillett, CEO, Zuant
"Salesforce is the dominant CRM system. Thus, event organizers should include the key Salesforce data in their badge layout."
— Lew Hoff, president, Bartizan Connects LLC
"The success or failure of a trade show rides on the number of people talked to and how those names are acquired and entered into the CRM system."
— James Obermayer, founder, Sales Lead Management Association
"You need a balance between detailed data collection and efficient lead capture and qualification."
— John Hasbrouck, founder and CEO, NewLeads Inc.
"Manual lead entry is a recipe for errors, omissions, and delays."
— Vin Saia, executive vice president, corporate accounts, Global Experience Specialists Inc.
"The benefits of using a lead-capture solution that integrates into your CRM system outweigh the downsides of not being able to fully scan badges."
— Chris Wickson, CEO, Akkroo
"Many companies already use marketing automation. So why would sales reps still jot down information on a paper contact form?"
— Corey Trojanowski, digital marketing guru, Fatstax, a division of Red Funnel Consulting LLC
"If obtaining leads is your primary reason for exhibiting, don't spend more on carpet than you do on your lead-management solution."
— Roger Lewis, executive vice president, Alliance Tech