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How to Track Lead Generation: 7 Tips & Best Practices

June 14, 2024  •    •  Rista Fathika Anggrela

Lead tracking is the process of tracking your high-quality leads. Tracking lead generation is crucial for understanding your marketing efforts' success and optimizing strategies for better performance. Knowing where your lead source comes from, how they interact with your brand, and what drives them to convert can significantly impact your business growth.

Discover 7 tips and best practices on how to track lead generation using Google Ads, HubSpot, and Google Analytics to enhance your marketing strategies.

Why is it Hard to Track Marketing Leads?

Tracking marketing leads can be challenging due to the complexity and variety of channels involved in modern marketing campaigns. Leads can originate from various sources such as social media, organic search, paid advertisements, email marketing, and offline efforts. Each of these channels has its own set of metrics and tools, making it difficult to get a unified view of lead behavior and conversion paths.

Additionally, the customer journey is rarely linear. Potential customers often interact with multiple touch points before making a purchase decision, further complicating the attribution of leads to specific marketing activities. This multi-touch point nature of customer journeys necessitates robust tracking mechanisms to ensure accurate data collection and analysis.

Furthermore, using marketing attribution tools can help address these challenges by providing insights into which channels and touch points are driving leads. These tools integrate data from various sources, allowing marketers to see the full picture and make more informed decisions.

7 Tips How to Track Lead Generation

lead tracking crm

To effectively track lead generation and gain valuable insights, consider implementing the following seven tips and best practices:

Use Google Analytics and UTMs

Google Analytics is a powerful tool that helps track and analyze website traffic and user behavior. By using UTM parameters, you can track specific campaigns and understand which sources and mediums are driving leads to your website. UTMs are tags added to URLs that provide detailed information about the traffic source.

Steps to implement:

  • Create UTM Parameters: Use Google’s Campaign URL Builder to create UTM parameters. These include source, medium, campaign, term, and content. For example, for a Facebook ad campaign, you might use utm_source=facebook, utm_medium=cpc, and utm_campaign=spring_sale.
  • Integrate with Google Analytics: Once your UTMs are in place, Google Analytics will track these parameters. Go to the “Acquisition” section in Google Analytics to view the performance of your campaigns.
  • Analyze and Optimize: Regularly check your UTM reports to see which campaigns are generating the most leads. Adjust your marketing strategies based on what’s working and what’s not.

By using Google Analytics in conjunction with UTMs, you gain granular insight into the performance of individual campaigns, allowing for more precise optimization and better ROI on your marketing spend.

Implement Marketing Automation Tools

Marketing automation tools like HubSpot, Marketo, and Pardot streamline lead tracking by automating repetitive tasks and capturing lead data efficiently. These platforms provide comprehensive insights into lead behavior and interactions across various channels.


  • Automated Workflows: Automate tasks such as email marketing, social media posting, and lead scoring, which saves time and ensures consistency in your marketing efforts.
  • Lead Scoring: Assign scores to leads based on their interactions with your brand, such as opening emails, visiting landing pages, or downloading resources. This facilitates the prioritization of leads for effective sales follow-up.
  • Personalized Campaigns: Use data gathered from lead interactions to create personalized marketing campaigns that resonate with your audience.

Marketing automation tools not only improve efficiency but also enhance the personalization and relevance of your marketing efforts, leading to higher engagement and conversion rates.

Consider CRM Software

Customer Relationship Management (CRM) software is essential for managing and tracking leads effectively. CRMs like Salesforce, HubSpot CRM, and Zoho CRM help you store lead information, track interactions, and manage follow-ups.


  • Centralized Database: Store all lead information in one place, making it easy to access and manage.
  • Interaction Tracking: Keep track of all interactions with leads, including emails, calls, meetings, and social media engagements. This provides a complete history of each lead’s journey.
  • Sales Pipeline Management: Visualize and manage your sales pipeline, identifying bottlenecks and opportunities for improvement.

CRMs not only streamline lead management but also provide valuable insights into the effectiveness of your sales process, helping you close more deals and grow your business.

Improve Lead Nurturing and Communication

Effective lead nurturing involves consistent and personalized communication with potential customers. By using automated email sequences and personalized messaging, you can keep leads engaged and move them further down the sales funnel.


  • Segmentation: Segment your leads based on criteria such as industry, company size, behavior, or demographics. This enables you to customize your messaging for different segments.
  • Personalization: Use the data you have on leads to personalize your communications. Address leads by their names and reference their specific interests or past interactions with your brand.
  • Drip Campaigns: Set up automated email sequences that gradually educate and engage leads over time. Provide valuable content that addresses their pain points and guides them towards making a purchase decision.

By nurturing leads effectively, you build stronger relationships and increase the likelihood of converting them into customers.

Follow-Up via Text

Text messaging is a highly effective way to engage with leads quickly and directly. Implementing SMS marketing can enhance your lead follow-up process and improve conversion rates.


  • Personalized Messages: Send personalized text messages to leads, addressing them by name and referencing their specific interests or past interactions with your brand.
  • Timely Follow-Up: Follow up promptly after initial contact to keep leads engaged. For example, send a thank you text after a lead downloads a resource or signs up for a webinar.
  • Track Responses: Use SMS marketing tools to track responses and engagement. Analyze this data to refine your messaging strategy and improve your follow-up process.

Text messaging provides a direct and immediate channel of communication, helping you reach leads quickly and increase engagement.

Assign Lead Statuses or Stages

Categorizing leads based on their stage in the sales funnel helps in managing and prioritizing follow-ups. Assigning lead statuses such as “new lead,” “contacted,” “qualified,” and “converted” provides clarity and structure to your lead management process.


  • Define Lead Statuses: Clearly define what each lead status means and the criteria for moving leads from one status to another. For example, a “qualified lead” might be someone who has shown interest in your product or service and fits your target customer profile.
  • Use CRM Software: Use your CRM to assign and track lead statuses. This makes it easy to see where each lead is in the sales process and prioritize follow-up actions.
  • Review and Update Regularly: Regularly review and update lead statuses based on their progress. This ensures that your marketing and sales team is always working with up-to-date information.

Assigning lead statuses helps you manage your leads more effectively and ensures that your sales team is focusing on the most promising opportunities.

Collect Lead Data

Collecting comprehensive lead data is crucial for understanding your audience and refining your marketing strategies. Gather data such as contact information, demographic details, and behavioral insights to create a complete profile of your leads.


  • Lead Capture Forms: Use forms on your website and landing pages to collect contact information and other relevant data from leads. Ensure your forms are easy to fill out and ask for only the necessary information.
  • Content Offers: Offer valuable content such as ebooks, whitepapers, or webinars in exchange for lead information. This incentivizes leads to provide their details and allows you to gather more data.
  • Analytics Tools: Use tools like Google Analytics to track and analyze lead behavior on your website. Understand which pages they visit, how long they stay, and what actions they take.

By collecting and analyzing lead data, you gain valuable insights into your audience, which can help you refine your marketing strategies and improve lead generation.

Tracking lead generation is essential for optimizing your marketing efforts and driving business growth. By implementing the tips and best practices outlined in this article, you can gain valuable insights into your lead generation process and make data-driven decisions to improve your strategies.

From using Google Analytics and UTMs to leveraging marketing automation tools and CRM software, each method plays a crucial role in understanding where your leads come from and how they interact with your brand. By nurturing leads effectively, following up via text, assigning lead statuses, and collecting comprehensive data, you can streamline your lead management process and increase your chances of converting leads into loyal customers.

Mastering lead tracking requires a combination of the right tools, consistent effort, and a strategic approach. Start implementing these practices today to take your lead generation efforts to the next level and achieve your business goals.

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