{"id":351,"date":"2012-04-23T14:19:48","date_gmt":"2012-04-23T21:19:48","guid":{"rendered":"http:\/\/www.showcasemarketing.com\/ideablog\/?p=351"},"modified":"2024-03-20T12:00:15","modified_gmt":"2024-03-20T19:00:15","slug":"how-to-measure-conversions-in-your-sales-funnel","status":"publish","type":"post","link":"https:\/\/www.showcasemarketing.com\/ideablog\/how-to-measure-conversions-in-your-sales-funnel\/","title":{"rendered":"Measuring Sales Funnel Conversions"},"content":{"rendered":"

Conversions in business-to-business marketing and sales processes are always exciting things. Amid the excitement, its important that the entire team shares a consistent understanding of how to measure sales funnel conversions.<\/p>\n

This article lays out the three key performance metrics for conversions and why they are important. Along the way, you\u2019ll learn the best practices to increase the leads of your businesses that many lead generation b2b<\/a> companies implement.<\/p>\n

Conversions<\/h2>\n
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\"Measuring<\/p>\n

Credit: Eyeview<\/p>\n<\/div>\n

Simply put, a conversion is where an individual progresses from a less engaged state to a more engaged state. Increasing levels of engagement correlate to some degree with relevance, trust and purchase intent\u2013all good things.<\/p>\n

The total number of conversions is important because they give a sense of the magnitude<\/em> of activity in the sales process. And size does matter. Each member of the sales team needs a steady flow of conversions in their territory to stay productive and hit their numbers.<\/p>\n

Conversion Events<\/h2>\n

Conversions events come at many different stages in the funnel and mark the moment that a conversion becomes measurable. Conversions happen in the mind of the prospect first, and the vendor learns of the change from direct communication or through behavior measured on the web site. Examples of conversion events include:<\/p>\n