Sales alignment
How should sales and marketing coordinate around enterprise events?
Agree on the accounts, owners and follow-up deadline before the event begins. Alignment after the leads arrive is too late.
Before the event, sales and marketing should agree on target accounts, active opportunities, buyer roles, meeting goals, executive coverage, qualification rules and follow-up timing. Both teams should work from the same account list and review the result together.
Use one account list
Separate priority prospects, customers, active opportunities and partners. Give each account a reason to engage and one person responsible for the next step.
Book the important conversations first
Demos, dinners and executive meetings should reflect the account plan. Booth traffic can add useful signal, but it should not set the agenda.
Set ownership before anyone travels
Everyone should know who captures context, what qualifies, where it is recorded and which seller acts next. Fast follow-up without context is just noise.
Review what changed
After the event, evaluate completed meetings, new opportunities, stage changes, account engagement and seller follow-up. Use the result to change the next program.