A new B2B client of ours did not get many quality sales leads per month through the Internet. As a matter of fact, they weren’t getting any even though traffic was increasing. After changing their digital marketing strategy we started getting leads which was great.
However, we wanted to find out where the high-quality leads were coming from. As opposed to e-commerce sites, a B2B company many times makes a big profit from a good lead. However, Google Analytics can only show the number of leads — not the quality.
Therefore, we developed a system where our client would give us feedback on every lead – regarding the quality and if a sales process was started. Our system allowed us to determine which channels the high-quality leads were coming through.
By analyzing this feedback loop, we were able to increase the number of quality leads. This had a big impact on their profits