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For startups, every sale is a big deal, and every lead is a step closer to that sale. For a B2B product, an event resulting in just 5 sales is a massive return on the $2-4k spent to attend the conference. In that case, getting 500 leads from a single conference is awesome…

Except if the leads are crap.

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    April Dunford

    over 4 years ago #

    I liked this post a lot. The only thing I would add is that
    1/ I've found there is a boat load of stuff you can do before the event to get folks excited/educated and that increases both the quantity and quality of the leads you get at the show and
    2/ I've done a bunch of pipeline acceleration stuff at certain kinds of shows and that works too for enterprise deals.

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