The great Peter Drucker once said, If you can’t measure it, you can’t improve it. While this statement can apply to many facets of life, it's never truer than when it comes to business. From Key Performance Indicators (KPIs), to website traffic, to marketing campaigns and sales quotas, everything is balanced against some form of measurement. When a deficiency is found in the data, improvements must be made or failure is imminent.
Understanding the value of your leads isn’t just about knowing if a lead is qualified or not. Tracking lead value, and the analytics associated with current lead activity, not only helps the sales team better understand lead trends and their customers' journey to conversion but also helps leadership make informed decisions on past campaign success and future growth opportunities. This article will break down 4 different ways to calculate and use lead data to drive growth.