Conversion Metrics

LCR – Lead-to-Customer Rate

Definition

The Lead-to-Customer Rate (also Lead Conversion Rate) indicates what percentage of generated leads ultimately become paying customers. This metric is crucial for B2B companies and connects marketing performance (lead generation) with sales success (closing).

Formula

Lead-to-Customer Rate = (New Customers / Generated Leads) × 100

Optimization Tips

Implement lead scoring for prioritization. Establish an SLA between marketing and sales. Use marketing automation for lead nurturing. Better qualify leads through more targeted criteria.

Related KPIs

View all KPIs →

CPLCost per Lead

CACCustomer Acquisition Cost

CRConversion Rate

CLVCustomer Lifetime Value

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