This presentation outlines the important aspects of "lead quality" that inbound and content marketing agencies should consider when reporting results to client's. This presentation takes place during the Content Marketer's Blueprint partner office hours on January 7th 2014.

1. Every Tuesday & Thursday @3pm Eastern

2. 15 minutes: Slide Presentation
45 minutes: CMB Partner Open Q&A

3. Webinar recording, slides and blog article
www.contentmarketingblueprint.com

4. How to report on quality of leads for clients?

5. 
Information Qualified
◦ Recognizes a problem

Marketing Qualified
◦ Considering solutions

Sales Qualified
◦ Evaluating options

Opportunity
◦ Ready to make a decision

Customer
◦ Purchased

6. Where are the biggest problem areas in this client’s
online sales funnel?

9. 
Lead Quality = Probability of making a
purchase.
*The Quality Score is a weighted proportion of how
many leads are Marketing Qualified (Good) and
Sales Qualified (Better). The higher the proportion
that are MQL or SQL, the higher your Q-Score.
QScore = {2*(SQL/(all leads that aren't customers)
+ 1*(MQL/(all leads that aren't customers)}*100

10. What traffic source produces the most valuable leads?
What traffic source is most valuable to the company
overall?

11. Observations
1. Organic Traffic = Highest
Quality Leads
2. Referral Traffic is Under
Utilized
Recommendation
1. Increase blogging activity
2. Increase guest blogging
and direct engagement
with other thought
leaders.

12. 3% increase in lead distribution from referral (guest
blogging)
8% increase in lead distribution from organic (more/better
content)

13. “Structuring Your Inbound Marketing Agency”
Signup at:
www.contentmarketingblueprint.com/webinars