Blog
In Person vs Video Meetings: What the Research Says About Closing B2B Deals
A face to face request is 34 times more likely to succeed than the same ask sent by email. Here is what the peer reviewed research actually says about in person vs video for closing B2B deals.
The Four Touch Formula That Triples Conference Meeting Bookings
Most reps stop at one touch and book 1 to 3% of prospects. A four touch sequence across the right 4 to 6 week window triples that. Here is the exact formula, timing map, and template language.
LinkedIn Outreach Benchmarks 2026: Reply Rates Explained
Connection acceptance sits at 28%. Post connection reply rate holds at 10 to 11%. Here is what good actually looks like across the full LinkedIn outreach funnel in 2026.
How to Calculate Conference ROI: A B2B Framework
86% of B2B teams can't attribute ROI to events. Here is the three number framework that answers a CFO's real question, with a worked example.
The $811 Trade Show Lead Is Justified. Your Conversion Rate Isn't.
Trade show leads cost 8x more than digital. That is not the problem. Event leads close at multiples of cold outreach, and most teams never see that return.
Your Badge Scan Imported Successfully. The Notes Field Is Empty.
The badge scan ran. Every record created successfully. The notes field is empty. Here is where event lead data actually dies.
Why Deal Velocity Is the Metric Conferences Win On
Conferences lose on raw cost per lead. They win on how fast a deal moves once it starts. Here is the data on why.
How Many Meetings Should You Book at a Conference
Most teams book too few meetings or too many low fit ones. Here is how to size your target list against realistic conference hours.
Cold Email vs Pre-Event Outreach: Which Actually Books Conference Meetings
Cold email converts leads to meetings at 1 to 3 percent. Pre-event outreach does better. Here is the data and the timing window that matters.
Post Conference Follow Up That Converts
Most conference leads go cold in the first week. Here is the follow up sequence and timing that actually book second meetings.
Why Your Conference Outreach Reply Rate Is Lying to You
A 38% reply rate and a 3% meetings-booked rate. This post explains why that gap exists in conference outreach, and gives a three-filter pre-event qualification process that closes it.
Conference Meetings Worth Having: What the Data Says
Most conference meetings don't convert because qualification happens on the floor. Here's what separates a 14% rate from 40% and how to shift it before you land.
Conference Research Without Software: The Manual Method and What It Costs
The full manual method for working out who is worth meeting at a conference, the eight sources it draws on, and an honest account of where it stops scaling.
Where Conference Intelligence Lives: Speaker, Sponsor and Attendee App Lists
Where conference intelligence lives: 8 public and semi public sources that tell you who is attending when no one hands you an attendee list.
Conference ICP: How to Define Who Is Worth Your Time
A conference ICP is a written profile of the role, company, and trigger that makes someone worth a planned conversation at a given event. Here's how to write one.
Build Your Conference Target List Before the Plane Ticket
A conference target list is the accounts and stakeholders you decide to meet before the event, not the people you happen to run into. Here's how to build one.
How to Measure Conference ROI the Meeting Based Way
Cost per lead and badge scans don't measure conference ROI. Here's the meeting based framework, with the formula and a worked example.
How to Find the Right People to Meet at a Conference Before You Go
A conference has thousands of people and most are wrong for you. Here is how to find the right ones to meet before you arrive, not after.
How to Research Conference Attendees Before You Go
A repeatable method for finding who's worth meeting at a conference before you arrive, using only public signals like sponsor lists and speaker rosters.