Lead Quality Scoring: B2B Lead Generation
Business Services
Acquiring Quality
This business has generated quiet a few good leads over the past years. The challenge they had was to figure out if there was a correlation between the quotations that got signed and the online acquisition channel that was used to generate the lead.
Closing Rates differ
While almost 80% of the leads within this business were generated using ads, they resulted in just 60% of their signed contracts and an even smaller percentage in revenue. We found out that their organic search webtraffic generated better clients to their business.
Changing strategy
Decisions were made. Advertising spent went down and more effort was put into search engine optimisation. This resulted in 20% higher closing rates. And therefore way less valuable time spent on offers that would statistically have been rejected.
Acquiring Quality
This business has generated quiet a few good leads over the past years. The challenge they had was to figure out if there was a correlation between the quotations that got signed and the online acquisition channel that was used to generate the lead.
Closing Rates differ
While almost 80% of the leads within this business were generated using ads, they resulted in just 60% of their signed contracts and an even smaller percentage in revenue. We found out that their organic search webtraffic generated better clients to their business.
Changing strategy
Decisions were made. Advertising spent went down and more effort was put into search engine optimisation. This resulted in 20% higher closing rates. And therefore way less valuable time spent on offers that would statistically have been rejected.