Hello Everyone! working for a SAAS company and need some help. How do you guys attribute event leads in the CRM and how do you define touch points for it. Currently we are just uploading the event leads in the CRM as Leads and marking it MQL if converted after a few different touch points. The problem is I don't have visibility on touch points, not able to create a report of how many touch points is needed to convert the event lead. Another problem is the talking points at the event, sales rep talks to prospects and they have to keep it all in the head, they cant make an immediate note because many people are in line. And now when we review the leads we have to rely on what the sales rep can remember about the particular prospect. So we are left with a limited data for a follow-up. Any suggestions is appreciated. Thanks!

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One of the things that can work is to have sales team fill the event mind map matrix that contains what was talked about at the event which needs to happen the same day the event finishes (so everything is fresh) and next step can be mapped out

Completely understand your challenge. For some time now we've been keeping short demo forms (to capture (a) contact details, (b) talking points, (c) next steps) at our event booths. They're filled out AT THE TIME of interaction and actioned (i.e. next steps) within 48 hours, ideally. Few important things here: • get sales head buy-in to make this a mandate for all sales rep at the booth/event (KEY) • assign a booth owner (sales/presales/marketing person) to ensure this actually happens on the ground • maintain this data to get a sense of the event ROI/quality for future editions of the event (we often get event participation requests from sales; this data then comes handy) Hope this helps. PS: I've also had a person punching in prospect data into the CRM in real-time while sitting at the booth (: