Lead handoff
Lead handoff is the transfer of captured event leads from the team that collected them — booth staff, marketing — to the people who will work them: sales reps or SDRs. A clean handoff moves each lead with its context, qualification notes, and agreed next step intact, within days of the show closing.
More event value dies in the handoff than anywhere else in the funnel. A stack of badge scans emailed to a sales manager two weeks after the show is technically a handoff and practically a burial: no context, no priority, no owner, and the visitor's memory of the conversation already fading. In practice, a handoff that works is designed before the show — agreed lead definitions so sales knows what "hot" means, routing rules (by territory, account, or product line) decided in advance, capture notes structured so they survive transfer, and a deadline measured in days because event leads decay fast. The commercial stakes are the whole event ROI: everything spent on the stand converts to revenue only through this step, which makes it absurd how often it's improvised on the flight home. The common mistake is handing over volume instead of priority — three hundred undifferentiated contacts teach sales to ignore event lists, while thirty ranked leads with notes get worked. One honest nuance: handoff is a negotiation, not a delivery; if sales didn't help define what a qualified event lead looks like, they'll quietly reject whatever arrives, and the post-show report will blame the show.
Direct answer
Lead handoff is the transfer of captured event leads from the team that collected them — booth staff, marketing — to the people who will work them: sales reps or SDRs. A clean handoff moves each lead with its context, qualification notes, and agreed next step intact, within days of the show closing.
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