Measuring Lead Cycle Time when trying to grow demand
What can you measure when trying to grow demand?
Well, of the many KPIs you can measure, one with a big impact on the success of your efforts to increase demand and eventually revenue is often overlooked: Lead Cycle Time.
How long does it take from the first substantial show of interest until the lead is ready to talk to sales?
Have you measured this yet? Maybe tried to shorten it? And monitored, how your activities (online and offline!) have changed it over time? It’ll also set your expectations straight and tell you by when you can expect sales-ready prospects from a campaign… and together with its “brother” Sales Cycle Time, by when you can expect revenues.