Every Tuesday & Thursday @3pm Eastern
15 minutes: Slide Presentation
45 minutes: CMB Partner Open Q&A
Webinar recording, slides and blog article
www.contentmarketingblueprint.com
How to report on quality of leads for clients?


Information Qualified
◦ Recognizes a problem



Marketing Qualified
◦ Considering solutions



Sales Qualified
◦ Eval...
Where are the biggest problem areas in this client’s
online sales funnel?


Lead Quality = Probability of making a
purchase.

*The Quality Score is a weighted proportion of how
many leads are Mar...
What traffic source produces the most valuable leads?

What traffic source is most valuable to the company
overall?
Observations
1. Organic Traffic = Highest
Quality Leads
2. Referral Traffic is Under
Utilized
Recommendation
1. Increase b...
3% increase in lead distribution from referral (guest
blogging)
8% increase in lead distribution from organic (more/better...
“Structuring Your Inbound Marketing Agency”
Signup at:
www.contentmarketingblueprint.com/webinars
Reporting on content marketing results: Quality of Leads
Reporting on content marketing results: Quality of Leads
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Reporting on content marketing results: Quality of Leads

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This presentation outlines the important aspects of "lead quality" that inbound and content marketing agencies should consider when reporting results to client's. This presentation takes place during the Content Marketer's Blueprint partner office hours on January 7th 2014.

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Reporting on content marketing results: Quality of Leads

  1. 1. Every Tuesday & Thursday @3pm Eastern
  2. 2. 15 minutes: Slide Presentation 45 minutes: CMB Partner Open Q&A
  3. 3. Webinar recording, slides and blog article www.contentmarketingblueprint.com
  4. 4. How to report on quality of leads for clients?
  5. 5.  Information Qualified ◦ Recognizes a problem  Marketing Qualified ◦ Considering solutions  Sales Qualified ◦ Evaluating options  Opportunity ◦ Ready to make a decision  Customer ◦ Purchased
  6. 6. Where are the biggest problem areas in this client’s online sales funnel?
  7. 7.  Lead Quality = Probability of making a purchase. *The Quality Score is a weighted proportion of how many leads are Marketing Qualified (Good) and Sales Qualified (Better). The higher the proportion that are MQL or SQL, the higher your Q-Score. QScore = {2*(SQL/(all leads that aren't customers) + 1*(MQL/(all leads that aren't customers)}*100
  8. 8. What traffic source produces the most valuable leads? What traffic source is most valuable to the company overall?
  9. 9. Observations 1. Organic Traffic = Highest Quality Leads 2. Referral Traffic is Under Utilized Recommendation 1. Increase blogging activity 2. Increase guest blogging and direct engagement with other thought leaders.
  10. 10. 3% increase in lead distribution from referral (guest blogging) 8% increase in lead distribution from organic (more/better content)
  11. 11. “Structuring Your Inbound Marketing Agency” Signup at: www.contentmarketingblueprint.com/webinars
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