Dear CEO, CFO, and VP of Sales,
Can you believe it’s already been 30 days since your Sales Team, along with 1,000 reps from other Suppliers, including some of your competitors, returned from the 2024 IDN Spring Summit and Reverse Expo in Orlando?
You likely feel comfortable that meaningful conversations took place, business cards and e-contacts were exchanged, etc., but less sure about the process itself, and perhaps question if the return is worth the investment. Less sure on how many new leads were actually generated, appointments scheduled or made, opportunities identified and forecast.
Perhaps you are concerned that your Sales Team may not even have the bandwidth to properly follow up on the leads, before being deployed to the next prospecting event, such as the Health Connect Partners Expo later this month.
Meetings such as the IDN Summit play an indispensable role in putting your organization in touch with decision-makers/influencers– but only if there is a Strategic Plan in place to enable these encounters to turn into Sales as efficiently as possible.
A Strategic Plan that prioritizes lead responses according to pre-determined criteria, provides oversight of lead follow-up, sales activities, and attributes resultant sales to the conference / meeting from where the lead came from. A Strategic Plan that takes into account the sales activities not only of this event, but those you participate earlier and later in the year.
For a conversation to discuss whether your current Plan for deploying Sales Teams to Industry Events and Shows can be improved upon, please contact me at Rick@KingsburyandAssociates.com.
