Use Lensmor for Sales Teams

Watch the walkthrough

Watch the walkthrough on YouTube

Prepare a focused account list for each rep before a trade show. Use Lensmor for research and contact preparation, then manage ownership, meeting requests, and follow-up in your CRM.

When to use this workflow

Use this guide when a rep needs a pre-show account plan, when several reps will work the same event, or when you want to research an event before committing to a larger list. Start with one territory and one offer so the qualification decisions remain consistent.

Before you start

Review the event preview and available data before paying to unlock it. Event Access and Full Access include different sources; Visitor access requires an active paid subscription and available Visitor coverage. Contact reveal and message generation are separate actions. Review the current access and Credit cost shown in Lensmor before confirming.

Make the account and contact decisions separately

• Company fit first. Use industry, location, employee count, and the company description where available. Write one reason the account fits your offer before selecting people.

• Role fit second. Use job title, department, and management level to identify people responsible for the problem you solve. A senior title alone is not enough.

• Event evidence third. Review Source and any Prior Event Attendance history. The history count helps you understand recorded event experience; it does not confirm current attendance.

• Ownership before activation. Check your CRM for an existing customer, open opportunity, or another rep's ownership. Resolve overlap outside Lensmor before contacting the account.

Step-by-step workflow

1. Choose an event and target accounts. Find a show relevant to your territory and ideal customer profile. Open Exhibitors to review company descriptions, locations, industries, and available event evidence. Start with a manageable shortlist.

2. Save the account criteria. Apply compatible filters, then open Target Group and select Save as new. On another event, select that group and review the actual matches; saved criteria do not guarantee the same accounts or coverage.

3. Identify the right buying roles. Open Attendees. Use company, job title, department, management level, and Source filters where available. Select contacts whose responsibilities fit your offer, review the evidence, and reveal only the contact details you need.

4. Assign accounts and prepare outreach. Export selected contacts or use a configured integration. In your CRM, check existing relationships and assign one account owner. Keep the event source, fit rationale, first question, and next action alongside the contact. Request and schedule meetings with your existing tools.

For the detailed controls, see Work with Exhibitors and Attendees and Save and Reuse Target Groups. Follow Reveal and Enrich Contact Data and Export Contacts when activating your shortlist.

What to prepare

For each rep, prepare the company, event, source, account-fit reason, relevant role, account owner, qualification question, and follow-up date.

Check the handoff before contacting anyone

Your rep brief is ready when each selected account has a fit reason, a relevant person, source context, one owner, and a next action. For example: "Manufacturer in our territory; operations role; event source reviewed; ask who owns production visibility; assigned to the territory rep."

Keep meeting requests separate from confirmed meetings. Record replies, meeting acceptance, and opportunity progress in your CRM rather than treating an exported contact as pipeline.

Common questions

Why did the saved group return no contacts at another event?
A Target Group reuses filters, not a fixed contact list. Select No Target Group, inspect available coverage, and then relax one filter at a time.

Should I reveal every contact on the shortlist?
No. Review account fit and responsibilities first, then reveal the details needed for your next action. Check the displayed Credit cost before confirming a paid action.

Example

For an industrial-software team, shortlist manufacturers in the rep’s territory, identify operations or technology leadership, and ask who owns the operational initiative before proposing a meeting. This is an illustrative workflow, not a customer result.

Check the evidence and limitations

Exhibitor sources connect companies to events. Signals reflect public event-related activity, not confirmed registration. Visitors are organizer or data-partner records where available. Historical attendance and enriched contacts do not establish future attendance, interest, or purchase intent. Review the attendee source guide before making claims in outreach.

Lensmor does not automatically assign territories, send sequences, book meetings, or track opportunities for this workflow. A company’s event connection does not mean every employee will be onsite.

Discuss your workflow

Need help applying this workflow to your event and target audience? Book a 30-minute Lensmor demo. Bring one event, your target profile, and the outcome you want to prepare.

Explore the Sales Teams solution on the Lensmor website.