Buddy King

Account Executive

August 23, 2022

12 minute read

5 steps to improving your lead tracking process

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Lead tracking is a process that helps sales and marketing teams track potential customers as they move through the buying process. By identifying and targeting high-value leads, companies can improve their chances of making a sale. Lead tracking can be done manually or with the help of software tools.


To improve your lead tracking process, you need to first understand how it works. The following five steps will show you how to identify and target high-value leads, improving your chances of making a sale.

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1. Understanding what lead tracking is and why is it important

Lead tracking is the process of monitoring potential customers as they move through the buying process. Advertisers and marketers will want to keep track of what channel a lead came from, as well as where they are in the buyer's journey. By identifying and targeting high-value leads, companies can improve their chances of making a sale by maintaining communication with the people most likely to convert into a customer.


There are many reasons why lead tracking is important. First, it allows sales and marketing teams to work together to identify and target potential customers. Second, it helps companies measure the effectiveness of their marketing campaigns. Finally, it enables companies to follow up with potential customers at the right time and place.


2. Identifying high-value leads

Every business wants to focus on lead generation and acquisition, but not all leads are created equal. How can you determine which leads are worth your time and attention? And how do you identify high-value leads in the first place?


There are a few methods businesses use to identify high-value leads. The first is lead scoring, which assigns points to prospects based on their characteristics. This helps your team prioritize which leads require the most attention. Another way to determine a lead's value is by their engagement level. Leads that are highly engaged with your content or website are more likely to convert into customers than those who are less engaged. Finally, you can also look at a lead's purchase history or intent. Leads that have shown an interest in buying (or who have bought) from your company in the past are more likely to do so again in the future.

3. Track leads through the buying process


Tracking leads through the buying process can be difficult, but it's important to do to measure the effectiveness of your marketing campaigns. One way to track leads is by using UTMs. UTMs are tags that can be added to the end of a link, and they help advertisers identify which traffic source brought a lead to their website. This information can help you determine where you should focus your marketing efforts to generate more leads.


Another effective way of tracking leads is by simply asking customers where they heard about you or your company. This can help you measure the effectiveness of your various marketing channels, all while engaging with your customers at the same time by asking relevant questions. Asking your customers where they came from is an effective method, but customers are not always willing to answer your survey questions which is why UTMs are usually a more effective way of collecting relevant data.


4. Using a lead tracking software


Today, third-party tracking softwares are almost essential for businesses that want to track the success of their marketing campaigns. Tracking softwares are designed to help businesses identify where leads and sales are coming from, as well as how effective their marketing efforts are. Additionally, lead tracking softwares can help businesses to improve their marketing campaigns by providing valuable insights into what works and what doesn't.


Lead tracking softwares provide businesses with valuable data that can be used to improve the visibility of their marketing campaigns. By understanding where leads and sales are coming from, businesses can make necessary adjustments to their campaigns based on certain KPIs to ensure that they are reaching the right audience. Through tracking this data accurately, advertisers are provided with the tools to scale and optimize the RIGHT campaigns to ensure that no money is wasted on advertising.  Without this data, advertisers are most likely killing ads that are converting, and scaling up ads that are performing poorly.


5. Understand the data that you track


Without understanding your data, you cannot improve your marketing efforts. You need to know what is and isn't working to make the most of your campaigns. By tracking things such as Cost Per Lead (CPL), Click Through Rate (CTR), and Return on Ad Spend (ROAS), you can get a clear idea of how well your campaigns are performing. If you are not tracking these metrics, then you are flying blind and could be wasting money on ads that are not driving the results you desire.


Scaling your marketing efforts is all about making sure that you're putting your money where it counts. If you know which campaigns are generating leads and sales, then you can focus more resources on them to improve their effectiveness. Conversely, if you find that a particular campaign is underperforming, then you can cut your losses and move on. The most important thing is to have accurate data so that you can make informed decisions about your marketing efforts.

three person pointing the silver laptop computer

Follow these five simple steps to improve your lead tracking process and get a better understanding of how well your marketing campaigns are performing. Keep track of where your leads are coming from through the use of UTM parameters, or simply asking your customers how they hear about you. Be sure to identify which leads require your most attention and who to focus on by assigning lead scores to your prospects. With the help of a third-party lead tracking software, it is easy to collect data about your leads and the overall performance of your marketing efforts. It is important to understand the data that you're collecting so that you can make informed decisions about how to improve your marketing. Finally, focus more resources on successful campaigns and cut losses on underperforming ones. Implementing these steps will help you improve the visibility of your marketing efforts and drive better results for your business.

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