How these face-to-face meetings (A Leads) are different from appointment setting leads?
As mentioned above in #1, the prospects who have attended these events have been filtered out through multiple touches. In the IT world, everyone is busy and no one will sit through a thirty minute presentation if they don’t have a need. This is a very cost effective way of qualifying the leads to make sure, if your sales people do meet them, they have gone through the process to ensure a high level of conversion to revenue over a period of time. While not all of these A Leads will translate into immediate purchase orders, most of these leads, including B & C leads, would yield opportunities over a period of time. No one would want to talk to a solution provider if they didn’t have a need (latent, emerging or immediate).
