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Are show leads the best leads?

By Published on .

Trade show visitors, unless pulled into a booth by borrowed interest, usually only enter the hallowed space if there is a reason, but it can pay off. According to the Trade Show Bureau, it takes only 3.6 touches to make an average b-to-b sale from a trade show lead, rather than the 6.7 touches required of other leads. Here, Jim Obermayer of the Sales Lead Management Association details how people who step across the line into the booth and fill out a lead form will close at much higher rates than other traditional lead generation methods.
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