DERNIÈRES NOUVELLES : Le CEIR publie un nouveau rapport sur les perspectives de l'industrie

Aujourd'hui, le Centre de recherche sur l'industrie des expositions (CEIR) announces a new report from the Industry Insights Series, Comment les exposants peuvent améliorer la qualité des leads et la conversion des ventes. This report was written by Jefferson Davis, President of Competitive Edge, a seasoned consultant in the business-to-business (B2B) exhibition industry with 30 years of experience.

How Exhibitors Can Improve Lead Quality and Sales Conversion Cover Image

This latest Industry Insights report is a valuable primer for exhibitors looking to implement or compare their approach to best practices at every phase of the process, from the outset of defining lead goals to ensuring effective lead follow-up that helps maximize sales conversions.

Comment les exposants peuvent améliorer la qualité des leads et la conversion des ventes demonstrates to readers how the end goal for exhibiting ties back to sales. As Davis writes, “If exhibiting ROI is the name of the game, lead management is an exhibitor’s playbook.”

“Jefferson does a great job providing a no-nonsense overview of best practices,” said CEIR CEO Cathy Breden, CMP, CAE. “It is short, but filled with important advice. There are a number of helpful tips and tricks to help exhibitors maximize sales lead generation and conversion results.”

Ce rapport de six pages couvre le contenu relatif à :

  • The importance of leads and their role as mechanisms to shift internal perception of an exhibit program as an “expense” to an “investment”;
  • Defining what is and is not a lead;
  • How to improve lead quality;
  • The best methods to capture leads;
  • The Exhibit Interaction Capacity Formula, a tool to help set realistic lead goals;
  • How to monitor lead capture to assure goals are met; and
  • Tips on how to get representatives, dealers and distributors to follow up, and report progress and conversion.

Cliquez ici pour télécharger le rapport complet. IAEE members and CEIR subscribers may access the CEIR library and various reports at no cost.

À propos du CEIR
Le Centre de recherche sur l'industrie des expositions (CEIR) sert à faire progresser la croissance, la notoriété et la valeur des expositions et autres événements marketing en face à face en produisant et en fournissant des outils de recherche basés sur les connaissances qui permettent aux organisations parties prenantes d'améliorer leur capacité à répondre aux besoins actuels et besoins émergents des clients, améliorer leurs performances commerciales et renforcer leur position concurrentielle. Pour plus d'informations, visitez www.ceir.org.

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Demandes des médias:
Marie Tucker
Responsable principal des relations publiques/communications
+1 (972) 687-9226
mtucker@ceir.org