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How do I turn trade fair leads into real opportunities?
How do I turn trade fair leads into real opportunities?
The challenge
You’ve invested in the booth, the activation and the people. You’ve had good conversations and collected plenty of leads. Then everyone gets back to the office, and those leads end up sitting in the CRM. The hard part is turning a good conversation into a real sales opportunity.
Quick win
Follow up while the conversation is still fresh. Mention what you actually discussed, connect on LinkedIn and suggest a clear next step. If the timing isn’t right, give them something useful to come back to later, like a relevant blog article or whitepaper.
Long-term solution
Build a nurturing journey that captures leads from different entry points, including trade fairs. Connect it to your CRM so leads enter the right flow, sales can see what’s happening and knows when to step back in.
How do i find the right stakeholders to grow an existing account?
How do i find the right stakeholders to grow an existing account?
The challenge
You’ve already done a project and have an entry into the account. Now there’s a tender, meeting or new opportunity, but you don’t know who else is involved. You want to reach the right people before the decision is made, not wait until you’re already shortlisted.
Quick win
Start with LinkedIn. Map the people around the opportunity: who owns the topic, who influences the decision and who might be involved in the tender. It won’t give you the full picture, but it’s a good place to start.
Long-term solution
Make stakeholder mapping part of your account development. Identify who matters, where your relationship gaps are and who you need to reach. Then use targeted content, outreach or experiences to start those conversations before the next opportunity comes up.
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