How to capture leads in Sugar CRM

Are you sending your leads on Sugar CRM, but have no idea where they are coming from?

The method below shows you how to track the lead source in Sugar CRM (organic search, social paid, email marketing, referral, etc.), along with your lead details.

Accordingly, you can optimize your marketing strategy based on the sources that perform best and generate performance reports such as leads by channel, source, campaign, and more.

Let’s jump in.

How to track the source of leads in Sugar CRM

How Leadsources collects lead source data

When visitors enter your website, their browser stores information about them in a cookie: which site they came from, on which landing page they landed, which keyword they clicked, etc.

Leadsources collects this data, organizes it, and passes it into your form as hidden fields.

When your visitors fill out your form, they are entering data in the visible fields of the form (name, email, etc.). Meanwhile, Leadsources automatically inserts lead source data into the form as hidden fields (channel, source, etc.).

When a visitor submits the form, the lead source data is sent along with their answers in Sugar CRM. You can find the lead source along with the lead name, email, etc. on the same Sugar CRM entry.

How Leadsources passes lead source data into Sugar CRM

Start by signing up for a Leadsources account. We’ll provide you with a small code snippet to add to your website. You’ll find easy-to-follow instructions for the installation process in our detailed guide.

Then, proceed to add hidden fields to your form. Leadsources works with any form builder. Refer to our tutorial for step-by-step instructions on integrating these fields into your form builder.

When a visitor fills out and submits a form on your website, Leadsources populates those hidden fields with lead source information:

  • Channel
  • Source
  • Campaign
  • Term
  • Content
  • Landing page
  • Landing page subfolder

With a successful form submission, the lead source details from the hidden fields are transferred to Sugar CRM. You’ll now find this information within your leads dashboard on Sugar CRM.

This gives you powerful insights into where each lead comes from!

How to analyze the lead source data

What data is tracked in Sugar CRM?

As we saw briefly, you can track not only the source of your lead but also various pieces of information related to that source.

Leadsources can track 7 different data points for each lead. They are defined as follows:

  • Channel: The type of traffic. Leadsources categorizes your leads into 10 different channels: paid search, organic search, email marketing, paid social, organic social, referral, direct traffic, affiliates, display advertising, other UTM-tagged campaigns.
  • Source: The specific source or platform that sends the visitors. For example, in the case of “organic social,” the source could be Facebook, Instagram, etc.
  • Campaign: The name of the specific marketing campaign. For example, when running several campaigns on Google Ads, you can track which exact campaign your leads came from.
  • Term: The keyword targeted by a specific campaign. Example: you run a Google Ads campaign called “search campaign corporate lawyers.” Leadsources categorizes your leads by keyword targeted: “corporate lawyer in New York,” “corporate lawyer in Miami,” etc.
  • Content: The exact element of your ad that was clicked.
  • Landing page: The URL of the landing page where the lead landed. Examples: domain.com/services/corporate-lawyer-miami.
  • Landing page subfolder: This is the subfolder of the landing page. Example: a visitor lands on the page domain.com/services/corporate-lawyer-miami. The subfolder tracked is “services.”

How to create performance reports?

Leads source reports

Understand better where your leads are coming from with the leads reports.

Leads by channel report

First, segment your leads by channel to visualize which channels generated the most leads.

Second, choose one specific channel, for example, search paid (aka Google Ads), and segment your Google Ads leads into campaigns to get insights on which campaign is driving most of your leads.

Third, when you want to go deeper into the performance of one specific campaign, you can segment the leads further with the “volume of leads by keyword” and the “volume of leads by ad” reports.

Leads by keyword report

Sales source reports

Now you should know which ads and keywords are driving most of your leads. However, does this imply that these ads and keywords are contributing to your revenue?

By directing your leads to Sugar CRM, you can generate identical sales reports.

Imagine the following example:

ChannelsSearch PaidSocial Paid
Leads5075
Sales56
Average Order Value$150$100
Revenue$750$600

You ran ads on Google and Facebook, and with the “leads by channel” report, you found that social paid ads generated more leads than search paid ads.

After a few weeks, you analyze which leads transformed into paying customers, and discover that the search paid channel generated more revenue with fewer leads than the social paid channel. You conclude that you should increase your paid search advertising.

Start tracking the source of your leads for free

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