Lead Velocity Rate (LVR)

Types of Leads Measured

• Marketing Qualified Leads (MQLs)
• Sales Qualified Leads (SQLs)
• Product Qualified Leads (PQLs)
• Opportunity Qualified Leads (OQLs)

How to Calculate LVR 🧮

Basic Formula

LVR = [(Current Month Qualified Leads - Last Month Qualified Leads) / Last Month Qualified Leads] × 100

Advanced Calculations

• Weighted LVR:Weighted LVR = LVR × Lead Quality Score
• Rolling Average LVR:3-Month LVR = Average of last 3 months' LVR

Example Calculations

• Basic Example:Last month: 100 qualified leadsThis month: 120 qualified leads

  LVR = [(120 - 100) / 100] × 100 = 20%

• Weighted Example:LVR = 20%Lead Quality Score = 0.8

  Weighted LVR = 20% × 0.8 = 16%

Industry Benchmarks 🎯

MQL to SQL Conversion Rates

• B2B Software:
  • Enterprise: 10-15%
  • Mid-Market: 15-20%
  • SMB: 20-25%
• Professional Services:
  • Consulting: 8-12%
  • Legal: 10-15%
  • Financial: 12-18%
• E-commerce:
  • Retail: 3-5%
  • Luxury: 5-8%
  • B2B: 8-12%
• Healthcare:
  • Medical Devices: 8-10%
  • Services: 10-12%
  • Technology: 12-15%

Healthy LVR Ranges

• Startups: 10-20%
• Growth Stage: 15-25%
• Enterprise: 5-15%
• Seasonal Business: Varies

Troubleshooting Guide ⚠️

• Dropping LVR:
  • Check: Marketing campaign performance
  • Look for: Changes in lead sources
  • Analyze: Competitor activities
  • Action: Optimize top-performing channels
• Inconsistent LVR:
  • Check: Seasonality patterns
  • Look for: Market changes
  • Analyze: Lead qualification process
  • Action: Standardize tracking
• High LVR but Low Sales:
  • Check: Lead quality
  • Look for: Conversion bottlenecks
  • Analyze: Sales process
  • Action: Improve lead qualification

Advanced Tips for Success 🌟

• Better Tracking:
  • Use CRM automation
  • Implement lead scoring
  • Track source quality
  • Monitor velocity by channel
• Quality Optimization:
  • Define clear MQL criteria
  • Create an SQL checklist
  • Develop lead nurturing
  • Track conversion rates
• Strategic Growth:
  • Plan capacity ahead
  • Align marketing and sales
  • Scale successful channels
  • Optimize conversion paths

Best Practices Checklist ✅

• Daily Tasks:
  • Monitor lead flow
  • Check quality scores
  • Track conversions
  • Update dashboards
• Weekly Reviews:
  • Analyze trends
  • Check channel performance
  • Review conversion rates
  • Adjust campaigns
• Monthly Assessment:
  • Calculate LVR
  • Compare to goals
  • Review strategies
  • Plan improvements