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A huge benefit of electronic lead management is the ability to ‘qualify’ your leads. Not everyone at a trade show is necessarily a prospect, so a qualified lead is a much more valuable piece of information than a lead with no qualification. Get your team focused on lead quality instead of lead quantity, and you’re already halfway home! Every lead captured should have a qualifier or note to ensure you remember the interaction when you follow-up after the show. This is critical insight into a potential customer’s needs, allowing for more effective communication post-show.