FOR SALES TEAMS

Give every rep a trade show sales plan before the doors open.

Turn event research into a rep-ready account list. Lensmor helps sales teams find relevant companies, identify buying roles, and prepare specific outreach before the show, with source context and open questions beside every prospect.

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Sales team account targeting and meeting pathways across a trade show

EVENT RESEARCH → A FOCUSED SHORTLISTBefore the doors open

Find relevant events

Qualify account fit

Review source evidence

Prepare useful conversations

THE OPPORTUNITY

A booth shift is not a sales plan.

The right accounts are buried in the event list. Reps need a manageable set of ICP-fit companies, not a directory they have to scan between conversations.
Contact names arrive without context. A title or email address alone does not explain why the account matters or what to ask when a meeting is requested.
Ownership becomes unclear. When several reps work the same event, account assignment and follow-up should be settled before anyone reaches out.

YOUR WORKFLOW

Move from event data to rep-owned conversations.

Choose the accounts. Start with the event and your sales team's ICP. Review company fit and available source evidence, then shortlist only accounts worth a conversation.
Find the buying roles. Research the decision-makers relevant to your offer. Reveal available contact details selectively and confirm which person owns the problem.
Assign and brief each rep. Export the shortlist with the event connection, fit rationale, relevant role, and unanswered qualification questions. Set account ownership in your existing CRM.
Reach out and learn. Use your existing outreach and calendar tools to request meetings. Track replies, accepted meetings, and follow-up so the team can improve its next event plan.

Find the event that fits your market.Workflow illustration

WHAT YOU WALK AWAY WITH

A focused sales brief for each rep.

A rep-owned account list ICP-fit companies connected to the event, assigned using your team's existing territory rules.
Relevant buying roles Selected decision-makers and available contact details, with the event source reviewed before outreach.
A specific first question A reason the account fits and a question the rep can use to verify need or interest.

PUT IT INTO PRACTICE

A rep-ready brief for one priority account.

Illustrative example — a B2B software sales team is preparing for a manufacturing trade show. Marketing defines the target segment; sales selects the accounts it can pursue and assigns owners. This is a sample workflow, not a customer result.

Account fit Record why the company matches the team's industry, size, geography, and product criteria.
Event evidence Note the source and what it actually confirms about the company. Do not infer that a named buyer will attend.
Sales owner Assign the account in the existing CRM and check for an open relationship or opportunity before outreach.
Meeting question Ask about the specific operational problem the product addresses, rather than sending a generic booth invitation.
Next action Track the reply, meeting status, and follow-up in the team's existing sales workflow.

The Exhibitors solution explains the broader event account-research workflow. This page turns the shortlist into a clear plan for individual reps.

EVIDENCE BEFORE OUTREACH

Know what each event signal actually tells you.

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Exhibitors: Companies listed in official exhibitor or sponsor sources.
Social Signals: Public event-related activity. A research signal, not confirmed registration.
Visitors: Organizer or data-partner records, where available for the event.

Review the source behind each record. Exhibitors are connected to official exhibitor or sponsor sources. Social Signals reflect public event-related activity and do not establish confirmed registration. Visitors are supplied by organizers or data partners where available.

Coverage varies by event, timing, and source. A company connection or enriched contact does not establish that a particular person will attend, reply, or buy. Confirm those details before outreach.

GOOD QUESTIONS

Before you build your list.

A clear view of what Lensmor helps you do and what your team should verify.

Does Lensmor book meetings for my sales team?

No. Lensmor supports account research and contact preparation. Reps use their existing outreach and calendar tools to ask for and schedule meetings.

Are all selected contacts confirmed attendees?

No. A company may be connected to an event without a particular employee attending. Review the source and confirm individual attendance before making that claim.

Is this a badge-scanning or lead retrieval app?

This solution focuses on pre-show prospecting. Use your onsite tools for badge capture and your CRM for follow-up and opportunity tracking.

How is this page different from Exhibitors?

The Exhibitors page introduces the overall account-research workflow. This page focuses on the sales team's execution: assigning accounts, briefing reps, preparing outreach, and tracking responses.