Are Your Lead Conversion Rates Above Average?

Marketing Insider Group

It is every company’s goal to get a good conversion on their leads, which is why companies employ metrics to monitor the effectiveness of their lead generation strategies. The important thing to monitor is if your lead conversions are keeping up with industry standards.

What is a Good MQL Conversion Rate? Who cares?


As results-focused marketers, it’s natural to wonder whether you are crushing competition or falling behind with your MQL conversion rate. Even when marketers work hard to bump their rates above the average, we’re still working within a flawed system.

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3 Reasons Why Your MQL Conversion Rate is Low (+ How to Fix it)


As marketers adapt to the pressure to be closers themselves, many are trading in arbitrary MQL targets for metrics like marketing generated opportunities, pipeline contribution, or deals-closed, that offer a clearer picture of marketing’s contribution to revenue. .

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Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

In support of the company’s aggressive growth plans, the marketing team set out to focus energy on increasing the rate at which raw inquiries converted to qualified sales leads, opportunities and deals. Improve deliverability and overall email performance as measured by open and click rates.

Are Your Lead Conversion Rates Above Average?


It is every company’s goal to get a good conversion on their leads, which is why companies employ metrics to monitor the effectiveness of their lead generation strategies. The important thing to monitor is if your conversions are keeping up with industry standards.

How to Improve Your Sales Conversion Rate: 10 Established Tactics


If your content and marketing programs are simply devoted to lead capture, MQL creation, and nurturing, it’s time for a change. 10 Tactics For Improving Your Sales Conversion Rate. To effectively measure sales conversions, you first need a systematic approach.

How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’

Modern Marketing

How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’ is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Lead Quality activity buyers Conversion engagement exit criteria lead health marketing MQL sales traditional lead scoring

The Beginner's Guide to Conversion Rate Optimization (CRO)


That’s where conversion rate optimization (CRO) comes in. What Is Conversion Rate Optimization (CRO)? The process of optimizing those conversions is exactly what CRO entails. When Is Conversation Rate Optimization (CRO) Right for Your Business?

What Is an MQL? Your Definition Will Determine Your Direction

Sales Engine

I have a friend in sales who continuously argues with me over the definition of what a Marketing Qualified Lead (MQL). It’s time to redefine marketing and sales—not the MQL. But as marketers we must use this standard definition of MQL to make adjustments to our process.

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Case Study: How Aqua Security Reached 24% Conversion to MQL

Marketing Envy

The result: Extensive organic promotion through inbound and paid channels leading to over 27% conversion rate and a decision to repurpose it further by creating a sibling eBook, targeting a second key persona, Security professionals. Lead scoring - how to determine who is a relevant lead or an MQL? Social Media Skyrocketing with Overall 15% conversion to MQL. Overall 24% conversion to MQL. Reading time: the best 7 mins you'll spend this week!

9 Mission-Critical Lead Generation Metrics You Need To Track

Single Grain

This tactic requires a high volume of leads and strong conversion rates. Many businesses make the mistake of thinking that the conversion is the end of the customer journey. Related Reading: MQL vs. SQL – Serve Up The Right Type Of Content To Your Leads.

MQL vs. SQL: How Marketers Should Define and Qualify Leads


At the heart of this matter is the topic: What’s the best way to define an MQL vs. an SQL? The Multitudes Contained Within “MQL” The criteria used to define sales qualified leads (SQLs) are usually a very specific set of filters that deem a company worthy of account executives and the sales team pursuing. For example, some companies define an MQL as someone who visited your website once and downloaded an eBook. These are perfect examples of the tensions between MQL and SQL.

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Fixing your leaky funnel: How to maximize marketing efforts and sales time


However, although many organizations focus their energies on all stages of the funnel and filling it with as many contacts as possible, eventually the funnel start to leak, leads drop off, and conversion rates become a fraction of what they could—and should—be. MQL to SAL.

How VMware Carbon Black Increased MQL Volume by 2.5x and Improved SQL Conversions by 388%


How would you feel if the attractive person you’ve just struck up a conversation with at the bar asked you to move to the suburbs and raise five kids together? This led to under-qualified leads being sent over to the sales team, which made for relatively poor conversations.

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Are You Maximizing the Yield of All Leads that Enter Your Funnel?


At better-aligned organizations, you’re likely having conversations about improving the conversion rate of your leads. Understand Your True Rejected Lead Rate and Add that Metric to Your SLA. Rejected Lead Rate Over Time Shown in Blue.

Why Businesses Need Marketing Qualified Leads


Higher conversion rates mean more efficient sales and marketing processes, so you should be doing all you can to improve not only your overall numbers but also the number of quality leads in your marketing funnel. Blog Data Lead-Generation Marketing MQL Sales Sales Funnel

Better Together: How to Align Your Sales and Marketing Teams for Success


It’s the conversation that never ends, so we’re giving you some pointers to get your team in sync once and for all. Aligning sales and marketing leads to 38% higher win rates. Average conversion rate from opportunity to closed sale.


Using Marketing Data to Diagnose a Sales Problem

Sales Engine

So was it a quality of leads issue or a sales/opportunity conversion issue? During the evaluation timeframe, we generated almost 6,000 leads, for a Suspect-to-MQL conversion rate of 27.3%. In isolation, the Cost Per Lead (CPL) and conversion rates were good.

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Marketing Automation ROI: Efficiency or Revenue?


Better conversion rates with lead nurturing. If you can increase conversion rates from inquiry to marketing qualified lead to sales-accepted lead, you get more marketing-sourced opportunities. Tags: Demand Generation kpi lead generation marketing automation marketing automation roi marketing efficiency marketing metrics marketing roi mql qualified leads

A Scorecard for B2B Marketing Operations [Download Evaluation]


Common categories of these metrics are (a) conversion rates, (b) cost data, and (c) granular performance metrics. A long list of metrics is included in the scorecard, and the metrics correspond to the three categories listed above: Inquiry to MQL conversion rate.

4 Ways to Measure Your Marketing (+ Pros and Cons)


MQL targets. Many marketers choose the number of marketing qualified leads (MQL) they capture to measure their efforts. Pros: MQL targets are simple to track, and can be a leading indicator of interest and awareness. MQL to SQL conversion rate.

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How to Build a 100-Day Plan to Grow Revenue


If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. Conversion rates (output / input i.e. MQL rate). Work with the sales team to improve close rate.

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Increasing the ROI of Your MQLs


With MQL on your side, your company should be able to generate the right ROI for your business by increasing conversion rates. Narrowing down which leads qualify as MQLs allow your sales team to approach with the right nurturing strategy for conversions.

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So It’s Your First Day as the CMO…


A longer-term goal might be to get better aligned with sales by integrating a specific cross-functional tool, or improving MQL conversion rates by X%. All the reports and spreadsheets in the world won’t give you the insights of an personal conversation.

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Measure Your Way to Lead Nurturing Success

The Point

This new report shares insights, ideas, best practices, and real-life examples of how to measure lead nurturing performance beyond basic email metrics like open and click rates. Most of our clients follow the SiriusDecisions waterfall model (MQL, SQL, etc.),

How to Uncover Buying Intent at Every Stage in the Buyer Journey


But low MQL conversion rates suggest marketers haven’t turned that data into reliable intent predictions. Marketers have more data than ever to study prospects and predict buying intent.

What Percentage of Marketing Leads Should Be Accepted by Sales?


The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. While the process is in place, the acceptance rate of 42 percent is still much lower than it should be. When marketing, teleservices, and sales are aligned on lead definition, the SAL rate should be at or above 85 percent.

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How to Build a 100-Day Play to Grow Revenue


If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. Conversion rates (output / input i.e. MQL rate). Work with the sales team to improve close rate.

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Quantifying the Value of Lead Nurturing: A Case Study

Sales Engine

The result of this preemptive engagement is one of two possibilities: The prospect feels bombarded and ends the conversation, or The sales rep rejects the lead altogether. Findings The BDRs called these 18,000 leads and over two months and had live phone conversations with 1,216 of them.

How Many Leads Does Your Sales Team Need?

Sales Engine

Any person who has engaged that much is a wonderful lead worth keeping, and should be considered a marketing qualified lead (MQL)—but he may need more nurturing to be sales-ready. The bar should be pretty high for a lead to transition from MQL to SAL.

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Review: SalesHandy as a B2B Lead Generation Tool


This increases your email response rate and ultimately helps generate more leads. SalesHandy reports the success rate of each template used so you can share the most effective messages with team members. Lead generation is always challenging, so it’s great to have a helping hand.

ShoreTel Infuses Predictive for More Efficient Demand Gen

Ignite Tech

In a recent conversation with ShoreTel’s head of demand gen (and one of Infer’s Top 25 Predictive Sales and Marketing Innovators ), Carolyn Wellsfry Cheng described her company’s demand generation programs, predictive use cases, marketing challenges and cost-per-MQL measurement approach.

B2B Analytics: Accessing And Using Advanced B2B Marketing Metrics


Conversion rate: There are several conversions rates to pay attention to including on landing page conversion rate, lead to MQL conversion rates, and of course MQL to opportunity.

How to Measure Email Success in 2015: A Call to ROI

The Point

A campaign can generate a phenomenal open rate, an astonishing click rate, and even hundreds of leads, and yet contribute virtually nothing to the business. Conversely, an email campaign can “fail” at all of those metrics and yet make a real impact on the bottom line.

Predicting your marketing performance

Modern B2B

Only six months ago, their key objective was driving website traffic (because naturally more conversions will happen, right?!). We’ve tipped metrics on their head and now conversions are king. But they have to be the right conversions, not any old conversion. What’s more, we need to know what’s converting (conversion point) from which channel so we can accurately forecast what we’ll be able to deliver in the coming months and years.

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Can the value of lead nurturing be quantified?

Sales Engine

The prospect feels bombarded and ends the conversation, or 2. The linear track of anonymous to marketing-qualified lead (MQL) to sales-accepted lead (SAL) to win or loss does not conform to the reality of the way B2B purchasers shop and buy.

Measuring Year-End Marketing KPIs – Where’s the Data?


Engagement Rate. Email Open Rate. Email Click Through Rate. Delivery Rate. Unsubscribe Rate. Conversion Rate. Bounce Rate. Goal Conversion Rate. Conversion Rate Per Traffic Source. Assisted Conversions. Shopping Cart Abandonment Rate. Time to Conversion. Form Abandonment Rate . MQL (marketing qualified leads) Sources. Website Lead to MQL Ratio. MQL to SQL Ratio.

The Importance and Benefits of MQLs


Without a well-done MQL, marketing’s generated leads would only crowd the marketing funnel, which would lead to even more problems down the line. This is a highly important step in the marketing funnel as only 22% of businesses are satisfied with their conversion rates [1].

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Cyber Security Benchmarks: Are You Paying Too Much For Your MQLs?

Marketing Envy

In Amit Lavi’s words, CEO of Marketing Envy, “every Marketing Qualified Lead (MQL) secured is a gem.”. The main KPIs to follow are: Click-Through Rate (CTR). Conversion Rate (CVR).

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How


You should also look at lead-to-revenue conversion rates across the flow. This would include a contact to MQL; MQL to sales accepted lead; sales accepted lead to a qualified sales opportunity; qualified sales opportunity to forecasted wins; forecasted to actual win.

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