Then, you can use those data points to create a forecast based on the value of each source.

The beginning of a buyer’s journey can tell us a lot about how that journey will end. It’s like a bad romantic comedy. If you’ve seen a few similar movies, you can usually predict how they will end based on a few early, telltale signs.

By assigning a value to each of your lead sources or types, you can get a better sense of the probability for each of those leads to turn into revenue.

For this model, you’ll need the following metrics:

• Leads per month for the previous time period
• Lead to customer conversion rate by lead source
• Average sales price by source
  

[see original article for example calculations]

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