Overview of "Contacts/Leads" model
Depending on your data source, the model is called "Leads" for Salesforce and "Contacts" for HubSpot. The "Leads " model is designed to streamline the process of capturing, tracking, and managing leads through various stages of the sales funnel until they are converted into customers. By encompassing a comprehensive approach to lead handling, this model ensures effective lead management and enhances conversion rates, ultimately driving better sales outcomes and contributing to the overall success of the sales process.
Highlights:
Flexible Filters: Filter the data conveniently to see specific information for a particular lead, source, campaign, region, team, etc.
Widgets Examples:
Leads funnel: This widget visualizes the progression of leads through different stages of the sales process, from initial contact to final conversion, highlighting drop-off points and conversion rates at each stage.
Average Lead Conversion Time: This widget measures the average time it takes to convert a lead into the next stage of the funnel.
Best Lead Sources : This widget identifies the most successful lead sources based on their conversion.
Lead Conversion Rate per Segment: This widget measures conversion rates of leads based on various segments.
Use Cases
Lead Sources Tracking
Monitor where your leads originate – be it from social media, paid ads, email campaigns, or direct outreach.
Engagement Analytics
Gauge lead interaction with your content, capturing metrics from website visits, email activities, to social media engagements.
ROI Feedback Loop
Determine the return on investment of various lead generation tactics to refine and redirect efforts.
Leads Segmentation
Categorize leads based on demographic data, behaviors, acquisition sources, or custom criteria for targeted approaches.
Conversion Rate Optimization
Dive into data that reveals conversion rates throughout the sales funnel, offering opportunities for improvement.
Lead Prioritization
Identify high-potential leads using engagement data, purchase intent, and compatibility with your offerings.
Summary:
The "Leads" model streamlines the process of capturing, tracking, and managing leads through various sales funnel stages until they become customers, enhancing lead management and conversion rates for better sales outcomes. With flexible filters to view specific information by lead, source, campaign, region, or team, it includes metrics such as Leads Funnel, Average Lead Conversion Time, Best Lead Sources, and Lead Conversion Rate per Segment. Use cases include tracking lead sources, analyzing engagement, refining lead generation ROI, segmenting leads, optimizing conversion rates, and prioritizing high-potential leads.
Integrations
HubSpot, Salesforce, Linkedin Ads, Google Ads, Bing Ads (future: NetSuite, Marketo, Pardot, Zoho CRM, Freshworks)
Examples of questions that can be answered with this model:
What is the total number of leads, daily/weekly/monthly?
How many qualified leads were created this week/month?
Are we on track with meeting our goals for leads generation?
How has the quality of leads from different marketing channels evolved over time (month-over-month and year-over-year)?
What trend can we observe in the conversion rates from lead to a marketing qualified lead over time?
Which customer demographic has demonstrated increasing engagement with our brand across the most recent quarters?
How many leads were generated from various industries?
How many leads were generated from various countries?
How many leads were generated by source?
How many leads were generated by company size?
How has the time taken to convert a lead into a paying customer changed over the last year?
How have seasonal factors influenced our lead generation and conversion rates on a year-to-year basis?
How many leads were distributed to reps and how many were left unassigned?
What's the current conversion rate from the point of initial contact to the status of a qualified lead?
How effectively are our nurturing campaigns guiding leads through the sales funnel?
On average, how long does it take to transform a cold lead into a committed customer?
At present, which customer demographic engages the most with our brand?
Which month and what channel generated the best leads?
Which segment of our leads exhibits the highest projected lifetime value for our business?
Have we identified specific stages in the lead journey that consistently witness higher drop-offs?
How much time in each status of the lead journey is a key metric to track?
What leads (sources, channels, geo, industries etc) have the fastest conversion to opportunity? Highest conversion to paying?
This model includes the following joins:
Teams.
User.
Deals.
Leading indicator.
Non-Leads Contacts.
Companies.
Tasks.
Companies Enrichments.
Lead Conversion Dates.
Engagement Meeting.