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Additional Lead Quality Metrics As we mentioned above, a lot of factors affect whether or not a lead turns into a new customer — and when you’re in the business of generating leads, you aren’t in control of all of them. However, your lead generation efforts can affect how many leads ultimately convert. And that’s why we emphasized qualified lead volume as the ultimate lead generation KPI above. It’s also why we’re covering more about how to measure the quality of your leads.


of poor quality leads who never make it past the demo stage, for example. Or you might be sending only a few dozen leads over to sales, but they convert at 90%. You don’t want to spend your time generating hundreds of leads that will never convert. That’s why lead quality is an invaluable KPI to add context to your lead volume numbers. Lead quality can be switzerland telegram phone number list measured in a variety of ways, including: The ratio of leads to opportunities The percentage of leads who become converted customers Time to conversion When you measure leads-to-opportunities, the higher the percentage of leads that move on to become opportunities, the higher quality you can assume the original leads are.


Similarly, leads-to-customers tells you how many of your original leads go on to become converted customers. This is really the ultimate measure of lead quality. Time to conversion can also help you judge how qualified your original leads were. While many factors can affect how long it takes a lead to convert, generally speaking, high quality leads are educated and ready to buy — so they close faster. For example, if leads from content close, on average, a month sooner than leads from PPC, you can see that those content leads are likely more qualified and ready to buy.