Trade shows can produce a wealth of sales leads for the company that is investing in attending those shows.
However, its been my experience that a lot of trade show leads are wasted - they aren't followed-up on, they get segmented into "good" leads and "bad" leads, and a host of other possible problems.
One company is aiming to reduce those problems and make your trade show leads more productive. IQ Systems touts their sales lead system with the following summary of their services:
At trade shows, clients can take their laptop computer and one of IQ’s card scanners to initiate the process of collecting information. The scanner inputs information from magnetic cards, barcoded cards and business cards, and imports all the data on a prospect into a laptop. When the computer is connected to the internet, the day’s sales leads are immediately uploaded to IQ’s servers, where sales territories for sales representatives, dealers, and distributors have been previously entered. Any salesperson with a lead for their territory is sent an email message alerting them of it. Representatives can then download their lead information from IQ into a number of programs, including Act, Goldmine, Excel, Access, Outlook, Sales Logix, and Sales Force.com.
This sounds like a system for a larger company vs. a smaller one just getting started in the trade show game.
You can read more about how the IQ System "system" by clicking here.
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