Leads

A Simple Lead Classification System

Whether you are on the show floor or attending networking events, we all have to classify and then qualify those we’ve interacted with.  Over my career I’ve seen many systems, but the the same rules are in place: you need to do something with the leads you’ve collected. But how? Here’s a simple system I’ve […]

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Variation on a Theme: Fine-tuning the 3-Step Process

The objective is to know more and to be disciplined about it. Just about the time you get a process in place, you find a way to improve it. But, hey, why not?  If the frame holds its shape, why not put a new cover on it? At least that’s what I learned from the

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The Real Thing: When a Program Comes Together on the Show Floor

After months and weeks of preparation, it came down to this for the HMS Employer crew: showtime at the ASHHRA show at the Gaylord. It was a wondrous thing to see the three elements of the show come together and watch this experienced team engage clients and work toward their closing goals. As a reminder

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A Simple Formula for Training Your Trade Show Booth Staff

It seems like a simple thing: your staff shows up at the trade show, they talk with customers and prospects and then at the end of the show, all the leads are swept up and tallied and new business is had. Really?  Is that how it really works? For years, we’ve all believed that effective

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