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Conference organisers · Lead generation

Find the delegates and sponsors your next edition needs, by name and by role.

Lead generation for a conference organiser means building two separate lists, one of delegates who attend and one of sponsors who pay, and keeping each current between editions. GullySales works on the pages, forms and outreach that turn strangers in your sector into named registrations and sponsor conversations.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Realistic editorial illustration of event management companies at work in India

What lead generation means

Lead generation is the combined work of every channel that brings in a new enquiry, whether from search, adverts, referrals or a stall at an exhibition. GullySales runs these channels together and reports the number of enquiries each one produced, not the activity behind it.

Also for conference organisers

Sales and marketing for conference organisers, the overview.

Last updated 18 Oct 2026.

For conference organisers

Where it usually goes wrong, and what we would do.

  • “A delegate lead and a sponsor lead are different people”

    A delegate is a manager who wants the programme and the peers. A sponsor lead is a marketing head at a vendor who wants those managers in a room. One form and one message for both leaves each side feeling the event was meant for somebody else.

  • “The employer is a lead as well”

    The person attending does not hold the budget. A learning head or department head approves the seat, so a registration that starts as one interested manager stays open until the approver sees a reason to say yes.

  • “Speakers bring audiences you can count”

    A speaker who shares the event page sends followers to a link. If that link is not tagged, you cannot say which speaker filled seats, and the next invitation to that speaker rests on goodwill alone.

  • “Last edition's names go stale”

    People change jobs, and a list built two editions ago bounces or goes unread. A fresh list by job function, with opt-in recorded, is worth more to a sponsor than a larger old one.

What we do

What we deliver for conference organisers.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A delegate registration page with a manager-ready note

    One page carrying programme, speakers, price and a short forwardable paragraph that explains why the day deserves the training budget.

    Result: The registration page and the forwardable note can be opened and read by the approver.

  2. A sponsor enquiry route of its own

    A separate page and form for vendors, with packages, the job functions expected and a request for a call.

    Result: Sponsor enquiries land in a different place from delegate registrations.

  3. Tagged links for every speaker and partner

    A distinct link for each speaker, association and media partner, so every registration shows where the person came from.

    Result: A sheet lists registrations against the link that brought each one.

  4. A rebuilt contact list by job function

    Contacts gathered from the sectors you serve, cleaned of bounces and old job titles, each with opt-in noted.

    Result: Every name has a function, a company and an opt-in record beside it.

  5. A company group enquiry form

    A form where an HR or learning head asks for several seats at once and names the person who approves.

    Result: Group requests arrive with the company and the approver already written down.

How the result is measured

  • Enquiries generated
  • Cost per enquiry
  • Enquiries by source

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full demand and lead generation page

What to capture or send

Capture different details from a delegate, an approver and a sponsor.

Job function and seniority
The delegate fills it on the registration form. It tells you which sessions to push to them and lets you show a sponsor how many heads of operations are coming.
Approver name and email field
A group enquiry asks who signs off the seat. Without it, a registration stays open with no one to write to when the budget holder has not yet seen the case.
Speaker link that brought the seat
Each speaker gets a tagged link, and the sheet records which one the registration used. The next invitation can then name the speaker who actually filled seats.
Sponsor package interest
The vendor's enquiry form records the package they opened and the audience they want. The sales owner opens the call with that, not with a general pitch.
Edition last attended
A returning delegate picks the earlier edition they came to. It separates people to thank and invite back from names that were only ever on a bought list.

Who it is for

This is written for these conference organisers.

  • Technology and startup conference organisers in Bengaluru, Hyderabad and Pune
  • Healthcare and pharma conference organisers who work with medical bodies
  • Finance, banking and insurance summit organisers
  • Education and edtech summit organisers
  • Retail, e-commerce and supply chain summit organisers
  • Association and chamber of commerce events run by a professional body
  • Awards and conclave organisers that pair a conference with a ceremony
  • Hybrid and online conference organisers that sell a live stream alongside the room

Not for

It is not the right fit if.

  • You have not fixed a venue or a date, so a delegate cannot be given anything to register for.
  • You have no sponsor package written down, so a sponsor lead would get a call with nothing to price.
  • No one on the team can answer a group enquiry from an HR head, so those requests would sit unread.

How it works

How the lead generation work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Understand your capacity

    We ask how many enquiries your team can answer well, who answers after hours, and what a good enquiry looks like. Without this, the system fills a funnel nobody is watching.

  2. 2

    Audit current sources

    We read your call log, WhatsApp chats, enquiry sheet and platform dashboards. The baseline is recorded: enquiries by source, reply time, conversion and cost per order.

  3. 3

    Strategise the channel mix

    Search and maps are chosen for people ready to buy, ads for people who are not yet looking, and content and referrals for trust.

  4. 4

    Implement capture and follow-up

    Pages, forms, tags, the lead record and the first-reply message are built and tested end to end. We submit test enquiries ourselves before any media money is spent.

  5. 5

    Measure and optimise

    Enquiries are traced to source and judged by what became orders, not by volume alone. Channels that fill the sheet with poor enquiries are cut back. How often you are reported to is agreed in writing.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 1, prospecting and lead generation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Should we buy a delegate database to start?
Bought lists carry no opt-in, and the people on them did not ask to hear from you. A smaller list you built from the sector, with permission recorded, serves the event and your sender reputation better.
How do we find sponsor leads for a new conference?
Start with vendors who already sell to your delegates, then look at who sponsors or exhibits at neighbouring events in your sector. Approach the marketing or business development head with a prospectus rather than a general introduction.
Do free passes count as leads?
They are contacts, not paying delegates. Record them separately so you can see who pays and who was invited, and give free seats to people the sponsors want to meet.
Should delegate and sponsor leads go into one list?
Keep two lists. A delegate wants the programme and peers, while a sponsor wants the room full of buyers. Mixing them sends a sponsor delegate reminders and sends delegates a package pitch, and each reads it as meant for someone else.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

More for conference organisers

Everything else we would do for you.

Closest to this: leads and follow-up

Also for conference organisers

Or start from the overview: sales and marketing for conference organisers.

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