A lead is a person who has performed some target action. The specifics of a website visitor's behavior depend on the area in which the business is developing. A lead can be a person who has filled out an application or questionnaire, or bought a product, or installed an application on their smartphone. There are a huge number of variations of such actions.
This KPI helps measure the optimization of the website conversion rate. In simpler terms, the KPI helps evaluate the website's attractiveness among the audience. It should motivate email database indonesia visitors to perform some target action, one of those described above.
Read also!
"Lead generation - what is it? Basic methods and how to manage them"
Read more
KPI: lead to mql conversion
Once a visitor has been converted, you need to make sure that they fit into the “marketing lead” category.
Almost always, this work is assigned to marketers or sales managers.
So, a Marketing qualified lead (MQL) is a person who shows a clear interest in the product of the company with which he actively interacts. By identifying such people, you can create a portrait of the target client. It is logical to conduct such research based on ABC XYZ analysis of the client base.
This KPI will tell you whether or not there is an urgent need to update the site or any specific information posted on it. If the conversion rate is high, then everything is fine. You can confidently say that the site is attracting potential customers.
KPI: mql to sql conversion
Most marketing experts say that an MQL is a lead that has a very high probability of converting into an SQL.
SQL (sales qualified lead) refers to a potential client that a marketing department employee has passed on to salespeople for the final stage of concluding a deal.
Conversion "mql to sql"
It can be assumed that the most profitable for a manager will be working with a client who will close his needs thanks to the unique characteristics of the offered product. If the product and service are most profitable for a person, he will become a regular customer.
This KPI contains a lot:
demonstrates how a company employee communicates with a client at the "leads development stage". A competent specialist in his field must identify and, if possible, form a need in the client that is beneficial to the company;
shows all the intricacies of marketing work, indicates the conversion rate;
expresses in numbers the changes taking place in the market. Marketers will immediately understand whether they need to change their competitive strategy right now or not.
KPI: sql to sal conversion
SAL – Sales Accepted Leads. It is important that potential buyers not only agree to receive information about the product, but fully accept the terms that the company dictates to them.
Examples of this KPI for a sales manager show that very often clients preliminarily approve an offer, but then simply “disappear” under various pretexts. Someone says that he needs to discuss the offer with partners, someone takes time to think about profitability, etc.
It is absolutely certain that work with them cannot be prolonged for a long period. Managers must additionally "warm up" their interest. By any means necessary, these people must be returned to the stage of active negotiations.
This KPI will show existing gaps in the interpretation of the true needs, pains, problems of potential clients. It also perfectly demonstrates changes in the market. Perhaps the demand for the offered product has simply fallen and the current offer from your company is no longer the most profitable.
KPI: conversion of "sql into a deal"
The indicator displays data on those clients who not only accepted the terms of the transaction, but also completed it.
If we consider a target lead who has agreed to receive your commercial offer (Sales Qualified Lead) as your opportunity (Opportunity) to make a sale, then this indicator demonstrates the quality level of the sales technology developed by the manager. If the KPI is high, then the system is built perfectly.
The dynamics of this KPI should be monitored very carefully. It has a great impact on the efficiency of the sales manager.