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Trade show leads may take 2 years to nurture
8/9/2017
purplegillian/Pixabay Images

When a trade show ends, the work to turn leads into buying customers has just begun, writes Peter Gillett. On average, only 5% of the leads generated at a trade show are "sales ready," an additional 20% will need ongoing contact, and 40% will be fully qualified but will need nurturing for as long as two years afterward, Gillett writes.

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