They might even be able to set up some appointments for the actual event. Prepare a "Cheat Sheet" summarizing key points about the target companies at the event. This information makes it easy to start real conversations with target prospects ("I understand from John Davis that you use Siebel in your Institutional division...."). Phase 2: Execution At The Event Have members of the sales team staff the event, and give them time to proactively go out and find the target prospects to approach (cheat sheet in hand of course). Log every conversation as soon as possible in Salesforce.com, to ensure the details don't get lost in the shuffle. DISQUALIFY people and avoid indiscriminately scanning every badge that comes by your booth! If you can actually determine if some people would be a waste of time as a prospect, it's better to reduce the clutter and keep them out of the leads list! There is a real cost to keeping lowquality leads on sales reps call list: 1) it makes it harder to find and focus on the good leads, and 2) sales reps will be wasting their time calling on lowquality leads. Phase 3: Follow Through Have that same Event Sales Team continue to prioritize and work the list of target prospects, which should now be that much further along the prospecting cycle because of all the contact made at the event. What can you do to make the next tradeshow even more successful? What worked or didn't?