What’s the Best Way to Track B2B Leads and Sales Activity?

Question

How are you tracking potential customers / leads, and your engagement with each? NOT folks that request a quote, but B2B leads, such as property managers, realtors, businesses, etc that you're targeting?
I have a google sheet with all of my B2B leads and make note of contact names, when I last visited, notes from our conversations, etc.&nbsp;
Is anyone using a simple software for this, ideally that integrates into Jobber so it's tracked when they eventually turn into a customer?

travisshepherd · Answer

Spot on—revenue looks great on paper until you realize you're working 70 hours a week just to keep up.

A few quick metrics that give the clearest picture of what's actually making money:

Effective Hourly Rate: (Job Price ÷ Actual Site Hours). Shows really fast if a job is paying $150/hr or pulling you down to $50/hr.
Drive Time vs. On-Site Time: Unpaid windshield time quietly eats up your profit margin. Keeping an eye on this forces tighter service boundaries and better route batching.
Close Rate by Service Line: An overall close rate hides leaks. Breaking it down shows if basic jobs close automatically while higher-margin add-ons get passed on.
Callback Rate: Burning gas and unpaid labor hours going back to fix minor details kills profitability fast.

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What’s the Best Way to Track B2B Leads and Sales Activity?

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