EVENT DEMAND GENERATION
Onsite Lead Capture & Conversion
Real-Time Lead Capture and Qualification
Maximize ROI by efficiently capturing attendee information and qualifying leads onsite for faster follow-up and better conversion.
Why it's Important
Captures momentum while interest is high
Prevents lead loss due to manual processes
Helps prioritize follow-up based on interest level
Enables real-time insights for sales teams
Improves CRM accuracy and reporting
How to Implement
Use lead capture tools integrated with your CRM (badge scanners, tablets, QR forms)
Create a standardized lead capture form with qualification fields (role, budget, interest)
Implement lead scoring logic or tags for hot/warm/cold classification
Train booth staff to input data immediately and consistently
Provide badge scanners or mobile apps to every rep
Designate a lead operations owner for quality control
Sync captured leads to CRM in real time or end of day
Monitor lead volumes and quality throughout the day
Available Workshops
Lead Form Design Workshop
Lead Scoring Criteria Definition
Tech Stack Integration Planning
Rep Lead Entry Simulation
Hot/Warm/Cold Lead Calibration Session
Onsite Data Hygiene Checklist Walkthrough
Deliverables
Lead Capture Templates
CRM Integration Plan
Real-Time Lead Dashboard
Lead Quality Guidelines
Scoring & Tagging Instructions for Staff
How to Measure
Total leads captured vs. goal
% of leads with complete qualification data
Average time from scan to CRM entry
Sales-accepted lead (SAL) conversion rate
Hot lead to opportunity conversion rate
Accuracy and completeness of lead data
Lead disposition percentages (hot/warm/cold)
Real-World Examples
Adobe
Uses a fully integrated lead system with real-time sync to Eloqua and Salesforce.
Box
Employs tablet-based forms with branching logic to auto-score leads as they’re captured.
Airtable
Classifies every captured lead at point of contact and triggers workflows for post-event follow-up.
Get It Right
Prioritize speed, simplicity, and consistency
Test lead tools before the event
Train all booth staff on data input and qualification
Segment leads into actionable categories immediately
Ensure instant CRM sync or secure offline storage
Don't Make These Mistakes
Writing leads on business cards or paper
Missing key qualification fields
Not syncing data until days after the event
Using too many different forms or tools
Capturing unqualified or irrelevant leads
Provided courtesy of Dawn Mallyon, Exhibitor Growth Strategies