How do you measure lead generation performance after certification?

Lead generation is a crucial skill for any marketer or salesperson who wants to attract and convert prospects into customers. But how do you know if your lead generation efforts are effective and aligned with your goals? One way to assess your performance is to get certified in lead generation by a reputable organization or platform. In this article, you will learn how to measure your lead generation performance after certification and what benefits you can gain from it.

1 Why get certified in lead generation?

Getting certified in lead generation can help you demonstrate your expertise, credibility, and professionalism in the field. It can also help you learn new techniques, tools, and best practices that can improve your results and efficiency. Additionally, it can help you stand out from the competition and attract more clients or employers who value your skills and knowledge. However, getting certified is not enough to guarantee your success. You also need to track and evaluate your performance regularly to ensure that you are meeting your objectives and delivering value to your audience.

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2 How to set SMART goals for lead generation

Before you can measure your performance, you need to have clear and realistic goals for your lead generation activities. A good way to set goals is to use the SMART framework, which stands for Specific, Measurable, Achievable, Relevant, and Time-bound. For example, a SMART goal for lead generation could be: Generate 100 qualified leads for the new product launch by the end of the month using email marketing and social media campaigns. This goal is specific (it defines the target audience, the offer, and the channels), measurable (it has a numeric indicator and a deadline), achievable (it is realistic and attainable), relevant (it aligns with the business strategy and the customer needs), and time-bound (it has a clear timeframe).

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3 How to choose the right metrics for lead generation

When you have your SMART goals, you need to select the right metrics to measure your progress and performance. Metrics are quantitative indicators that enable you to track and assess your results and outcomes. While there are many metrics that can be used for lead generation, not all of them are applicable or beneficial for your objectives, audience, and channels. Therefore, it’s essential to pick the metrics that are compatible with your goals. Some of the most common metrics for lead generation include lead volume, lead quality, lead conversion rate, cost per lead, and return on investment. Lead volume is the number of leads generated within a given period; lead quality is the extent of fit and interest of your leads for your offer; lead conversion rate is the percentage of leads that become customers or take a desired action; cost per lead is the amount of money spent to generate one lead; and return on investment is the ratio of revenue to cost generated from your lead generation activities.

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Mendy Zimmerman

VP Sales | Film Financier 25x | Capital Investors Club | Advisor & Board Member | 2x Best Selling Ghost Author/Editor | Executive Coach | Speaker | Double MQL-SQL Conversions in 120 days | Health, Media, Emerging Tech
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Anecdotally, A new marketing manager started at a SaaS. She wanted to improve the company's lead generation, and picked a SMART goal to increase SQLs by 15% quarter-over-quarter. She knew she needed metrics aligned to this objective. she tracked lead volume, lead quality score, and cost per lead, monitored weekly and got lead volume growing via content syndication efforts. but, cost per lead was too high and quality was low from event leads. We tweaked to optimized spending to lower CPL and nurtured event leads to improve conversion rates. When we picked the right metrics tied to goals and attributed directly, we increased SQLs by 20% that quarter. it was her first try at lead gen through data-driven insights. It works.

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4 How to use tools and platforms for lead generation measurement

To measure your metrics effectively, you need to use tools and platforms that can help you collect, analyze, and visualize your data. Google Analytics, CRM software, email marketing software, social media analytics, and lead generation software are all popular options depending on your needs and preferences. Google Analytics is a free web analytics tool that can help you track and measure website traffic, conversions, and behavior. CRM software serves as customer relationship management software to manage and nurture leads, contacts, and customers. Email marketing software can help you create, send, and measure email campaigns and newsletters. Social media analytics is a feature or tool that can help monitor and measure social media performance and engagement. Lastly, lead generation software can generate, capture, and qualify leads from various sources and channels.

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Mendy Zimmerman

VP Sales | Film Financier 25x | Capital Investors Club | Advisor & Board Member | 2x Best Selling Ghost Author/Editor | Executive Coach | Speaker | Double MQL-SQL Conversions in 120 days | Health, Media, Emerging Tech
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Here are a few things that were effective. Set up goals in Google Analytics to track macro conversions like sign-ups, purchases, and downloads. Review reports regularly. Create custom Dashboards in Salesforce to monitor real-time metrics like lead volume, deal size, sales cycle length. Leverage email marketing platform reporting to analyze open rates, CTRs, and unsubscribe rates to optimize campaigns. Use built-in LinkedIn analytics to track content engagement, reach, clicks, and reactions to gauge effectiveness. Integrate Zapier with your CRM to automatically track call and email activity right on each lead record for transparency.

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5 How to optimize and improve your lead generation performance

Measuring your performance is not enough to ensure success, you must also optimize and improve your performance based on data and feedback. To do this, review your results regularly and compare them to goals and benchmarks, identify strengths and weaknesses, test different strategies, tactics, and variables, learn from mistakes and failures, and celebrate achievements. By following these steps, you can measure lead generation performance after certification and use it to enhance skills, results, and reputation in the field.

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Mendy Zimmerman

VP Sales | Film Financier 25x | Capital Investors Club | Advisor & Board Member | 2x Best Selling Ghost Author/Editor | Executive Coach | Speaker | Double MQL-SQL Conversions in 120 days | Health, Media, Emerging Tech
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You can take this even further, and integrate some of the above things. Conduct A/B testing on emails, call scripts, landing pages to see what copy and messaging converts best. Track open and click-through rates. Analyze website analytics to identify which pages or offers generate the most leads. Double down on promoting those in campaigns. Review results by lead source and channel. Scale up the top performers, pause underperforming initiatives. Listen to sales call recordings to refine objections handling and call pacing for greater connection. Survey prospects that didn't convert to understand pain points. Improve ability to address those needs. Set up tracking to monitor lead quality over time.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you measure lead generation performance after certification?

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1 Why get certified in lead generation?

2 How to set SMART goals for lead generation

3 How to choose the right metrics for lead generation

4 How to use tools and platforms for lead generation measurement

5 How to optimize and improve your lead generation performance

6 Here’s what else to consider

Lead Generation

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How do you measure lead generation performance after certification?

1

2

3

4

5

6

1 Why get certified in lead generation?

2 How to set SMART goals for lead generation

3 How to choose the right metrics for lead generation

4 How to use tools and platforms for lead generation measurement

5 How to optimize and improve your lead generation performance

6 Here’s what else to consider

Lead Generation

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