Measuring Success: B2B Lead Metrics and KPIs
Posted: Sun May 25, 2025 7:20 am
To continuously improve lead generation, qualification, and conversion efforts, businesses must track relevant metrics and Key Performance Indicators (KPIs).
Essential B2B Lead Metrics and KPIs:
Number of Leads Generated: The total number of leads acquired within a specific period.
Cost Per Lead (CPL): The average cost of generating a single lead. (Total marketing spend / Number of leads generated).
Lead Quality: A qualitative assessment of how well generated leads align with jamaica phone number list your ICP and qualification criteria. This can be harder to quantify but is crucial.
Lead-to-MQL Conversion Rate: The percentage of raw leads that become Marketing Qualified Leads.
MQL-to-SQL Conversion Rate: The percentage of MQLs that are accepted by sales as Sales Qualified Leads. This indicates the effectiveness of marketing's qualification efforts.
Essential B2B Lead Metrics and KPIs:
Number of Leads Generated: The total number of leads acquired within a specific period.
Cost Per Lead (CPL): The average cost of generating a single lead. (Total marketing spend / Number of leads generated).
Lead Quality: A qualitative assessment of how well generated leads align with jamaica phone number list your ICP and qualification criteria. This can be harder to quantify but is crucial.
Lead-to-MQL Conversion Rate: The percentage of raw leads that become Marketing Qualified Leads.
MQL-to-SQL Conversion Rate: The percentage of MQLs that are accepted by sales as Sales Qualified Leads. This indicates the effectiveness of marketing's qualification efforts.