How do leads from existing clients affect your conversion rate?

[Anonymous]

From time to time, a person employed at one of our current clients, who may not be in our system, will sign up for a webinar. If this lead has been scored in Marketo to be MQL, it will port over to SalesForce as a new lead and will be incorrectly counted towards our Marketing Generated Lead number.

Our sales ops manager has the decision to junk the lead or convert it to a contact, and associate it with the client account. The latter is a great way for us to keep track of all of our contacts for an exisiting client, but the lead is then counted as "converted" and will skew our conversion numbers.

Anyone have any thoughts as to the best way to roll the contact under the account that he/she is with, without it affecting our conversion rate?

[Anonymous]

If you are using SFDC, you can create a custom field on each lead (and map that field to the oppty) that is called 'Power of One'.  You can then count the converted leads with opptys vs. just converted leads.

[Anonymous]

This is a link to last week's (3/26) Launchpoint webinar given by Jeff Shearer, NA Marketing manager for Egencia where he talks about his use of the RingLead webhook to create Contacts in existing Accounts.

If you have any questions about how it works Ashley, let me know.