The qualified leads are basically the source via which your prospects have found your product or services. By doing so, you will identify what works for your marketing strategy and what does not.

Sometimes, starting with lead optimization,  may work for you when you implement your marketing automation platform.  Even so, you can always try something different. Identify the channels that drive a lot of sales qualified leads. It will help you lead positioning, categorize, simplify, and identify insight into what you want to do with lead effects.

Below are five best practices to optimize your lead source.

lead source best practices, lead source analysis

#1 Classify your leads differently

Do not be one of the marketers that simplify or complicate sales qualified lead source marketing too much. Look at numerous ways that your marketing organization generates leads. Have your lead channels aligned as per your program channels to keep a close eye on lead optimization.

These can be tradeshows, web-organic, e-conference, web-PPC, webinars, and content syndication. You should go through the sales process keeping the buyer’s persona in mind. You can automatically upgrade or downgrade your lead generation within a list within your marketing automation tool like in Aritic PinPoint.t.

#2 Ensure your lead source remains constant

When a lead comes to your instance, assign a lead source and do not change it afterward. If there are duplicates in your lead practice, it is advisable to use the earliest lead effects. Sales and marketing can be collaborated where the sales and marketing teams work together to have a strong hold onto the lead source to keep them engaged. Sales and marketing strategy is a great way to ensure your lead source is constant.s.

#3 Your opportunity reporting has to utilize lead source activity

Lead sources will always give you an insight as to where your best won opportunities originate from. When you have a lead source that is solid, you will be able to analyze earned opportunities of lead positioning that are closed.

By using an advanced report builder, you will also be able to know which programs had significant influences on their actions. When you have such data, you will see the content and assets that are relevant to the leads. This will depend on the lead effects. Through this, you will be able to increase the number of opportunities you will win in the future. 

#4 Lead source and campaign naming have to be separate

Do not use the first campaign name which engages the lead as your lead effects as some companies do. Use your natural sources of lead as an aligned label and a broader marketing channel. For instance, within Aritic PinPoint, you can create a segment based on a specific contact source. 

lead source, lead source categories

#5 Make everything simple

For the channels that capture your leads, the natural sources of lead have to be short and precise. It may be hard to have different classes of tradeshows, conferences, or emails. Therefore, leave the specifics away from the lead sources and effects.

Take your lead source tracking and engaged by sales reps to be your primary source of incoming leads for lead positioning. Consider where the use of a program sales team can help tags or extra fields like parent lead source to get more incisive roll-ups or details of the lead source to get insightful drill-downs.

It is always advisable to incorporate lead source best practices with a new instance. Define your channels and give yourself a new start. You can leave the previous lead source fields as legacies. Alternatively, you can run batch campaigns that will help in transforming old values into valuable incisive fields. Through this, you will be able to identify the ROI of the various program types. You will also identify the marketing qualified leads source and effects that are most valuable and understand the lead effects.


Pritha Bose is the Senior Marketing Content Specialist at Aritic where she writes and edits for their marketing and sales blog. She is an avid reader and a social media enthusiast. On the flip side, Pritha thinks the whole world is an artificial simulation, and one fine day the skies will open up and she will see who controls it.


  1. Shirley Cook Reply

    Lead Source data is a particularly important set of information. It tells marketers which channels their best leads come from. It can change the dynamics of a business. Implementing the practices you have suggested will sure shot work.

  2. Matthew Jenkins Reply

    If you don’t want any website visitor slip away from you, then you must follow the tips written in the article and depend upon leads to close sales and grow your business. Good post.

  3. Catherine Jackson Reply

    Loved this post, Pritha for updating information about the Lead source data which is a particularly important set of data for the marketing campaign.

  4. Christina Bailey Reply

    Well-written Pritha, lead source data is a vital element for any marketing campaign.

  5. Peter Brooks Reply

    Lead Source can change the entire dynamics of a business. I will practice the steps suggested by you.

  6. Jesse Adams Reply

    Great article! The lead source data help marketers channelize their best leads so that it can change the dynamics of every business.

  7. Lois Peterson Reply

    Amazing article. Loved the suggestions you offered to optimize the lead source. I will try these email marketing strategies in my business!

  8. Russell Miller Reply

    Great work, Pritha, it’s an informative piece of you have written here. Any marketer should follow these email marketing strategies. Thank you!

  9. zarine simons Reply

    Good work Pritha! This is a pretty informative blog. All the essential points are covered with detailed information.

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