Steps of a #LeadsAnalysis from #SprintMarketing.
Many businesses spend too much time focusing on generating a high volume of leads without performing a leads analysis. About 61 percent of B2B marketers say the biggest challenge they face in regards to lead generation is generating high-quality leads. The lead generation marketing definition is generating consumer interest (or leads) in your products and services, while leads analysis means analyzing why you won or lost a lead, the sources of leads, conversion rates, web lead ROI, leads and sales by category, SEO lead generation, and sell-through via channel.
No matter how good your lead generation marketing strategies are, they won’t be effective in the long run unless you have tools to measure the results. Once you have the results and have analyzed all of these things, you can improve your strategies to get better online leads in the future.
What steps does a leads analysis include?
A leads analysis usually includes multiple steps such as analyzing goals and data from past leads. This information is then used to improve your marketing strategies and gain more leads in the future. To conduct your own leads analysis, follow these steps:
1. Review company goals.
Go over your company goals and understand what you are trying to accomplish. Figure out how you are working toward accomplishing these goals and what needs to change in order to better accomplish them. Not only should you look at your overall goals, but review your marketing lead generation goals.
2. Review and validate past leads data.
Take a look at your past leads data. This could include where your leads are coming from, what content they are most interested in, how many of them closed, etc. Use this data to make informed decisions and refine your leads strategy.
3. Understand the lead funnel and the process a lead takes from initial contact to a sale.
The next step is to evaluate or create a lead funnel and apply it to your company. About 68 percent of B2B organizations have not identified their funnel. The categories of a web lead funnel usually include web marketing strategy, channel intelligence, website intelligence, lead intelligence, and sales intelligence. Not all lead funnels are the same, but they should all include the steps involved for a lead to reach a sale. Steps involved may include industry analysis, content marketing and promotion, calls-to-action, and sales closed.
4. Create a flowchart.
Once you understand the lead process, you need to create a flowchart. A flowchart should show how to handle every lead in every step of the lead process. A flowchart can be simple or complex. Creating a flowchart is a great way to help management, new employees, and third parties understand your unique process for leads and sales.
5. Trace the leads backwards.
Follow your leads backwards to figure out where they came from and why they were won or lost. What steps in the process could have affected their decisions? Where did the majority of the leads you won come from? Tracing your leads back to the beginning of the process can give you valuable information about how you should obtain and nurture leads. On average, nurtured leads produce a 20 percent increase in sales opportunities.
6. Review lead metrics.
Go over your lead metrics for additional information that can help you understand why leads were won or lost. Use this information to improve your large or small business lead generation strategies.
Why is a leads analysis important?
You may be thinking that a leads analysis is not that important in order to develop a successful marketing strategy. However, performing a leads analysis can greatly increase the amount and quality of the leads you obtain. A leads analysis will help your business determine the following information:
- Insight and information about sales opportunities to help determine appropriate contact strategies
- Better understanding of your industry and competition
- Effectiveness of your marketing campaigns
- Why opportunities were won or lost
- Intelligence about key vendor evaluation factors and decision-making variables
- Visibility into the projected market opportunity
- How to improve your future web leads strategies
If you’re not sure how to go about conducting your own leads analysis or you just don’t have the time, then contact a business to business lead generation marketing company to do it for you. No matter your industry or size, your business can benefit from a leads analysis.
Get Your Free Leads Analysis Today
We know that conducting your own leads analysis can be a difficult task, especially when you have so many other tasks to worry about. That’s why Sprint Marketing, a lead generation marketing agency, is available to assist you.
We offer a free leads analysis and help you come up with a successful B2B lead generation marketing strategy to create more and better leads. We can also help with SEO leads and video lead generation. Contact us today to take your sales to the next level.