What to Measure to Create a Successful Lead Generation Strategy

<p>What metrics should you track to create a successful lead generation strategy? Kara Brown had been working on a string of supply chain corporate jobs where she oversaw IPOs and eventually decided to create her own business and focus on lead generation. She believes filling the top of the funnel now will be the first to capture market share in the recovery. With <a href= "https://leadcoverage.com/" target="_blank" rel= "noopener">LeadCoverage</a>, she focuses on B2B revenue operations and acquisition strategies for scaling companies. In her conversation with Jason, they spoke about what she has seen working for lead generation, what every company should be measuring to keep a profitable business, and how you can save time on prospects that won't become customers.</p> <h2><strong>3 Golden Nuggets</strong></h2> <ol> <li><strong>Measure what’s happening in your funnel.</strong> Many agencies don't have a really good lead generation source and are leaning on word of mouth to get new clients. You really have to find that source to keep growing. Where do most businesses fail? Kara says most companies she works with fail at truly measuring what's happening inside their funnel. At the top of her lead generation strategies are “share good news, track who's interested, and then follow up.” Another successful strategy is <a href= "https://jasonswenk.com/niche-market/" target="_blank" rel= "noopener">getting as niche as possible</a>. “When your niche is small, you can be hyper-targeted in your approach,” she says. This will save you a lot of time with clients that don’t meet your criteria.</li> <li><strong>Measuring volume, velocity, and value.</strong> Kara is not running a creative agency, but she is all about making her business <a href="https://jasonswenk.com/sales-fix-everything/" target="_blank" rel="noopener">as profitable and valuable</a> as possible. When it comes to how valuable her consultancy or her agency is, she thinks in terms of measuring volume, value, and velocity. Velocity is how fast are they getting in