Automated MQL Tracking

Hello!  The challenge we have is probably a fairly common one: Our sales team isn’t great about logging leads. The marketing team is unable to get a clear view into email lead generation performance without the manual logging being done religiously.

The KPI we think would solve this is being able to measure the number of replies between a contact and a sales person. “Responded to an email” is fairly useless as we can’t tell whether it was a positive response or a “not interested”.  We could assume that if there were 3+ email exchanges between the sales person/BDM and the contact, there was interest and we’d count the contact as an MQL.  We know there are more MQLs being delivered to the BDMs than are being logged, which we’d love to quantify. (Checked by manaully clicking into each contact that replied and 7 aren’t logged this week, and 9 from last week….)

In speaking with HubSpot support, they don’t have a solution for reporting on this, even though the data we need is sitting in the activities tab under each contact.  This is a two part request.

1) If you think this would be helpful, upvote the request to help HubSpot decide to invest in a solution to report on number of emails exchanged between a contact and an account owner. This doesn’t seem like a huge lift.

2) If you have a better or alternative way to identify engaged leads that actually started conversations with your BD team, how did you do it? (Again, without a manual logging step being used.)