Getting lead generation right with trade shows

I admit it. I am not a big fan of trade shows and the like, especially those whose topics are broad - eg CeBIT (for IT).

My experience is that trade shows yield little in the way of quality leads. Most people, no matter how excited they are at the event tend to turn into 'tyre kickers' post event - or that's what the sales team says. So what is happening?

According to Brian Carroll only 5-15% of leads taken at trade shows are sales funnel ready. The rest need to be nurtured. More over at Brian B2B lead generation blog: 'Generating real sales leads from tradeshows/conferences'