Commercial lead

Wins the work and sells what an event has to sell — the pipeline behind it, the pricing, the sponsorship and the stand inventory. Wants the quote out quickly, the contract signed, and the sold position to match what the floor plan can actually deliver.

Persona

Commercial lead

Side

Internal — Works for the organisation running the events.

Reference

commercial

Where they work

In the sales and exhibition areas of the operator's workspace, usually before a project exists and alongside it once it does.

What they are responsible for

Getting the quote out quickly, the contract signed, and the sold position matching what the floor plan can actually deliver.

What they can do

• Work leads, opportunities, and the pipeline, and record why a deal was lost.
• Price work from rate cards, build quotes, and send contracts for signature.
• Define exhibitor tiers and what each tier includes.
• Sell stands and sponsorship against the floor plan, and see what is left.
• Hand a won deal over to a project.

What they cannot do

• Invoice, take payment, or issue a credit note — that is the financial controller.
• Change a signed contract after the fact; a change is a new revision, recorded.

Journeys they take part in

These are the end-to-end chains of work that name them — the steps they own, and the ones that only affect them.

Journey pages need an operator sign-in to open.

Win

• Bid to won dealA qualified opportunity becomes a signed engagement.
• Deal to live projectA won deal becomes a provisioned project with the right modules and team.
• Price the jobLabour and services are priced so the job can hit its target margin.
• Quote to signed proposalThe buyer signs exactly the option and price that was sent, the opportunity is won by that signature, and the accepted quote is the one that converts.

Stand-up

• Model your CRM dataAffected, no step of their ownThe CRM captures the exact data your business runs on — custom fields, subtypes, and rules — not just the built-in columns.
• Set up the sales catalogue and quoting rulesEvery quote is priced from one catalogue, converts under one contract rule, and is printed by the right company in the right layout.
• Track anything with custom objectsBespoke entities the built-in CRM doesn't cover are modelled, populated, and exposed to integrations.

Financial ops

• Quote to cashAn order becomes an invoice, a payment, and a reconciled receipt.
• Time to marginYou know what the project's labour actually cost, what you recovered against it, and whether the job made its margin.

Delivery

• Exhibitor checkout to fulfilled packageAn exhibitor buys a stand and package online, signs and pays as the event requires, and every entitlement they paid for is delivered and evidenced.
• Sponsorship sell to floorPackages become prospects, contracts, entitlements, and a built booth.

Close

• Event close to next eventLearnings, a clone, and the renewal conversation.

Ongoing

• Agree services, fees and support with emaThe commercial team and customer can reconcile agreed services, payment stages and support hours against the same agreement.
• Enrich CRM records at scaleOperators populate, correct, and audit custom data across many records at once — not one record at a time.
• Pipeline managementOpportunities progress and the forecast is real.
• Save and share list viewsTeams reuse consistent filtered views of CRM and custom-object lists instead of rebuilding them each time.

Pages that relate to the Commercial lead

• Account Events and Decision WindowsSign-in required
• AutomationsSign-in required
• BookingsSign-in required
• Booth HoldsSign-in required
• Commercial Agreements With emaSign-in required
• Contracts HubSign-in required
• Contracts OverviewSign-in required
• Creating and Sending ContractsSign-in required
• CRM Email TemplatesSign-in required
• CRM OverviewSign-in required
• Deal ScenariosSign-in required
• Deals OverviewSign-in required
• Duplicates and MergingSign-in required
• Entitlement DefinitionsSign-in required
• Exhibitor Add-ons and UpgradesSign-in required
• Exhibitor Commercial OperationsSign-in required
• Exhibitor entitlements
• Exhibitor ManagementSign-in required
• Exhibitor Product TourSign-in required
• Exhibitor QuotesSign-in required
• Exhibitor TiersSign-in required
• Floor Plan DesignerSign-in required
• Follow-ups and Next StepsSign-in required
• Issuing Entity and Document NumbersSign-in required
• Lead AssignmentSign-in required
• Lead FormsSign-in required
• Lead ScoringSign-in required
• LeadsSign-in required
• Lusha Contact EnrichmentSign-in required
• Meeting Types and Call BookingSign-in required
• OpportunitiesSign-in required
• Outlook Add-InSign-in required
• Pipeline HygieneSign-in required
• Pipeline ReviewSign-in required
• PipelinesSign-in required
• PricesSign-in required
• Product CatalogSign-in required
• ProposalsSign-in required
• QuotesSign-in required
• QuotesSign-in required
• Rate CardsSign-in required
• Sales NotificationsSign-in required
• Sales ReportsSign-in required
• Sales Roles and AccessSign-in required
• Sales Setup GuideSign-in required
• Sales TargetsSign-in required
• SequencesSign-in required
• Signers and Signing FieldsSign-in required
• Sponsor PlacementsSign-in required
• Tier EntitlementsSign-in required