Below is a Sales Lead Calculator used to help determine how many marketing touches it will take (on average) to generate enough inquiries that reach the minimum requirements to become a marketing qualified lead (MQL) and ultimately a closed won or lost opportunity.
What we like about this calculator is how it shows you how many leads you need per salesperson each month, quarter and the for the year. The calculator also shows you the cost of those leads and average cost per closed or won opportunity.
You will also see your average cost per touch based on your budget which will help you determine what you can afford to do from a marketing perspective or tactic.
Example: if you only have .40 cents per marketing touch, guess what, it looks like you are going to be doing a lot of inbound marketing, email marketing, and display advertising. However, if you if you have $4.00 per touch, you can now integrate some direct mail, perhaps a PPC campaign as well as a tradeshow or two.
When filling out the calculator you will notice some notes over various question fields on the left-hand column. These notes contain industry averages which can be very handy if you don’t have the actual data required to answer the questions needed to make use of the calculator.
If you have any questions feel free to reach out to me at Selledge@IntegratedMarketingAssociation dot org
Download the calculator here.