Free Guide: The Ultimate Inbound Marketing Strategy Playbook 2022

Download the Playbook
Fill out the form to get your playbook
Thank you! You have been subscribed.
Close
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2022
Read the Playbook
The Ultimate Inbound Marketing Strategy Playbook 2022
Free Inbound Marketing Playbook
View The Ultimate Inbound Marketing Strategy Playbook 2022
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

The Importance of Tracking Your Sales Funnel and Identifying Leads

By Ramona Sukhraj

Ramona Sukhraj also recommends this free guide: The Ultimate Inbound Marketing Strategy Playbook 2022.

The Importance of Tracking Your Sales Funnel and Identifying Leads

 

The Importance of Identifying Leads and Tracking Your Sales FunnelYou've identified your marketing goals, now what?


It's important for your marketing team to know how many leads they need to generate in order for sales to achieve their goals.


And once you've aligned your business and marketing goals, you have in many ways decided your sales goals as well.


Identifying leads and

Free Guide: The Ultimate Inbound Marketing Strategy Playbook 2022
track your sales funnel is an important part of the process when you're planning your inbound marketing investment.


Importance of Tracking Your Sales Funnel and Identifying Leads


Even if you have an innovative, groundbreaking marketing campaign, it won’t be worth the time or effort if it does not translate into leads/sales. You need to know how many leads/sales you will need in order for your campaign to see an ROI and to meet your overall business goals. The best way to do this is by tracking your sales funnel.


Visitors > Leads > MQLs > SQLs > Opportunities > Customers


For example:








































  Current Year Next Year
Visitors 50,000 100,000
Leads 4000 8000
MQLs 1200 2400
SQLs 600 1200
Opportunities 300 600
Customers 100 200

If you have to double your sales from $50k to $100k, everything higher up the funnel must double as well. In other words, you need at least 100,000 visitors, which would ideally turn into 8000 leads, 2400 MQLs, 1200 SQLs, 600 opportunities, and ultimately 200 customers.


Tracking Leads and Distributing Content


Much like the Customer Buying Cycle, your Sales Funnel can also help you with lead nurturing, or how you tailor your content in order to drive someone into being a customer. Depending on where they are in the funnel, you can better understand their mentality and decide what kind of content would guide them in the right direction. You wouldn’t market or communicate with an infrequent website visitor the same way you would an MQL.


The sales funnel also helps you organize your sales team’s priorities. With Inbound Marketing software, you can track your prospects activity and easily see how “sales ready” they are.  While a Marketing-Qualified Lead has downloaded and viewed a lot of content, they are not as sales ready as a Sales-Qualified Lead who has possibly requested a consultation or contacted you for more information.


Is Inbound Marketing Bringing in Leads?


As we described in the last chapter, tracking your results is one of the most important habits and Inbound Marketer can have. Is your blog being viewed and shared? How many people are visiting and downloading content? What is the conversion rate?


These statistics are the black and white proof if your Inbound Marketing efforts are in fact working. Comparing these results with other campaigns (i.e. Outbound efforts) help you evaluate your strategy and allocate your marketing dollars efficiently.  If your blog is driving relevant traffic and profitable leads, but your magazine ads aren’t, take note and make a change. Invest in what works.


Thinking About Investing in Inbound Marketing?


Check out our newest Ebook! You will learn everything you need to know in order to make a smarter, more successful investment with inbound marketing and get the results you need.

The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2022

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

Topics:

Marketing Strategy
Published on May 23, 2013

Recent Articles

Why Trust Is the True Currency for All Business
September 5, 2022 • 7 min read
The Big 5: Best Business Blog Topics to Drive Traffic, Leads, and Sales
August 29, 2022 • 10 min read
What is a Content Strategy? (Definition + Templates)
August 25, 2022 • 12 min read
10 Marketing Objective Examples To Guide and Focus Your Strategy
August 18, 2022 • 6 min read
What Marketers Need To Know About Switching to GA4 [Google Analytics 4]
July 30, 2022 • 5 min read
Inbound Marketing Benefits Explained (Updated for 2022)
July 28, 2022 • 6 min read
How To Inspire Your Marketing Team To Try New Ideas
July 25, 2022 • 5 min read
Do I Need To Invest in Marketing When My Business is Thriving? (+ Video)
July 21, 2022 • 7 min read
How Much Does It Cost To Become a World-class They Ask, You Answer Case Study?
July 16, 2022 • 12 min read
4 Ways To Recession-proof Your Website In 2022
June 9, 2022 • 5 min read
Demand Generation vs. Lead Generation: What’s the Difference?
June 6, 2022 • 5 min read
What Small Business Leaders Need To Know to Thrive During a Recession
May 23, 2022 • 7 min read
Blog Editorial Calendar for 2022: Templates, Examples, and Tips
May 21, 2022 • 6 min read
Green Energy Inbound Marketing Strategy: The DIY Approach to Getting More Customers
May 7, 2022 • 9 min read
HubSpot Pricing: Your Guide to Everything HubSpot Costs for 2022
April 29, 2022 • 13 min read
33 Most Important IMPACT+ Resources To Train Your Marketing Team in 2022
April 26, 2022 • 13 min read
SaaS Inbound Marketing: How to Get Started With Your Strategy (+ Examples)
April 16, 2022 • 9 min read
5 Revenue Metrics You Should Be Measuring
March 29, 2022 • 6 min read
What Short-Term Wins Can We Expect With They Ask, You Answer?
March 15, 2022 • 6 min read
19 Business Blog Topics Your Audience Wants You To Write About
March 14, 2022 • 12 min read
10 Marketing KPIs You Should Be Tracking
March 3, 2022 • 9 min read
Why Does They Ask, You Answer Actually Get Results?
February 24, 2022 • 5 min read
Inbound Marketing for Financial Services Providers and Financial Advisors (+ examples)
February 19, 2022 • 10 min read
Sales vs Marketing in 2022: What’s The Difference?
February 7, 2022 • 7 min read
How To Set Marketing Goals Based on Business Goals
February 1, 2022 • 6 min read