Lead Generation Metrics:
Posted: Thu May 22, 2025 9:32 am
B2B lead generation is almost always a distinct, critical first step. Leads need significant nurturing and qualification (e.g., MQLs becoming SQLs) before they are ready for the sales team to begin the final acquisition push.
The cost per lead (CPL) and cost per australia phone number list acquisition (CAC) are typically much higher in B2B due to the complexity and value of the solutions.
Key Metrics to Track
Number of Leads: Total leads generated.
Cost Per Lead (CPL): Marketing spend / Number of leads.
Lead Quality: How well leads match your Ideal Customer Profile (ICP).
Lead Conversion Rate: Percentage of visitors who become leads.
Marketing Qualified Leads (MQLs): Leads deemed ready for sales by marketing.
Sales Accepted Leads (SALs): MQLs accepted by sales.
Time to Lead Conversion: How long it takes for a visitor to become a lead.
Customer Acquisition Metrics:
Number of New Customers: Total customers acquired.
Customer Acquisition Cost (CAC): (Total marketing + sales spend) / Number of new customers.
Customer Lifetime Value (CLV/LTV): Total revenue expected from a customer over their relationship with your business.
Lead-to-Customer Conversion Rate: Percentage of leads that ultimately become customers.
Sales Cycle Length: Time from initial lead to closed-won deal.
Churn Rate: Percentage of customers lost over a period (important for retention, which impacts overall acquisition strategy).
Return on Investment (ROI): Revenue generated vs. acquisition cost.
The cost per lead (CPL) and cost per australia phone number list acquisition (CAC) are typically much higher in B2B due to the complexity and value of the solutions.
Key Metrics to Track
Number of Leads: Total leads generated.
Cost Per Lead (CPL): Marketing spend / Number of leads.
Lead Quality: How well leads match your Ideal Customer Profile (ICP).
Lead Conversion Rate: Percentage of visitors who become leads.
Marketing Qualified Leads (MQLs): Leads deemed ready for sales by marketing.
Sales Accepted Leads (SALs): MQLs accepted by sales.
Time to Lead Conversion: How long it takes for a visitor to become a lead.
Customer Acquisition Metrics:
Number of New Customers: Total customers acquired.
Customer Acquisition Cost (CAC): (Total marketing + sales spend) / Number of new customers.
Customer Lifetime Value (CLV/LTV): Total revenue expected from a customer over their relationship with your business.
Lead-to-Customer Conversion Rate: Percentage of leads that ultimately become customers.
Sales Cycle Length: Time from initial lead to closed-won deal.
Churn Rate: Percentage of customers lost over a period (important for retention, which impacts overall acquisition strategy).
Return on Investment (ROI): Revenue generated vs. acquisition cost.