Trade Show Follow Up

Can you imagine this conversation between the VP Marketing (generates leads) and the VP Sales (closes the leads)

VP M: So how were the 100 leads I send you last month?
VP S: Great! We talked to 24 of them!
VP M: 24? What happened to the to the other 76?
VP S: I don’t know.
VP M: You don’t know? Why exactly?
VP S: We were busy selling!

You think I am crazy but that is the exact result many people experience when they return from exhibiting at a trade show. Statistics show that fully 76% of leads are not followed up on. What would you do with your sales department if they only followed up on one quarter of your leads? (By the way. What does a lead cost you?)

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