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.
Sign up for NAW SmartBrief
News for the wholesale distribution industry
Get the intelligence you need: news and information that is changing your industry today, hand-curated by our professional editors from thousands of sources and delivered straight to your inbox.