In this insightful discussion, Harriet Mellor, a renowned sales thought leader and mentor, reveals her top strategies for effective lead follow-up after trade shows. She emphasizes an eight-touchpoint approach over 12 weeks, utilizing diverse channels for maximum outreach. Harriet underscores the importance of patience in sales cycles, which can take 20 months. Personalizing communication and sharing valuable resources are key to fostering relationships. With meticulous tracking of interactions, sales teams can continuously refine their strategies for higher conversion rates.
