B2B Sales Attribution Models: The Path to Marketing ROI

Emma S.
December 4, 2023
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B2B Sales Attribution Models: The Path to Marketing ROI

In today's tough business world, it's super important to know how well your sales tactics are working. That's where B2B sales attribution models come in handy.

These models help figure out which type of marketing activities are making you money. They do this by looking at different measurements and connecting the dots between what you do and the sales you make. This helps you analyze your marketing to make better decisions and improve its effectiveness.

These models are like treasure maps for your business journey. They show you where the gold (or revenue) is coming from and help you spend your time and money wisely. 

In this blog post, we'll discuss B2B sales attribution, its definition, process, and benefits for your business.

What is B2B Sales Attribution?

B2B Sales Attribution is like detective work for businesses. This implies monitoring the ways in which customers discover and purchase from you. We figure out which ads or ways of reaching customers are the most helpful in making sales.

Once we have this information, businesses can enhance their marketing spend. They can put more money and effort into what's working and get more sales. This helps them make more money, get a better return on their investments, and use facts to plan for the future.

Definition of B2B Sales Attribution

Knowing about sales attribution is really important for making B2B sales better. It means figuring out which steps in the customer journey help make a sale happen. We use special models to see which ads and ways of reaching customers make the most money.

Various stages in the sales process are significantly important. Every interaction with a brand, from hearing about it to buying something, influences your decision to make a purchase. Knowing how these steps work helps companies make their marketing better. They can use data to make smarter choices and get more out of their marketing efforts.

Importance of B2B Sales Attribution

Enhancing decision-making processes with accurate data is crucial in B2B sales attribution. By understanding which marketing channels and campaigns are driving the most revenue, businesses can make informed decisions to optimize their strategies. By allocating resources effectively based on attributed revenue, we ensure that we invest resources where they will have the greatest impact.

  • Accurate data enables better decision-making
  • Identification of the most effective marketing channels and campaigns
  • Effective resource allocation based on attributed revenue
Importance of B2B Sales Attribution

Common B2B Sales Attribution Models

There are three ways to figure out which marketing stuff is helping a business sell things:

  1. First-Touch Attribution: This one looks at the first thing that caught a customer's eye. It helps track effective ads and customer outreach but overlooks other important aspects later on.
  2. Last-Touch Attribution: This focuses only on the very last thing a customer does before buying. It's straightforward but doesn't give credit to earlier steps that helped warm up the customer to make the purchase.
  3. Multi-touch Attribution: This one is akin to the investigator of the group. It looks at every step along the way and gives credit to each one. This helps businesses improve their content marketing by understanding what works throughout the customer journey.

First-Touch Attribution

First-Touch Attribution is akin to awarding a gold star to the initial element that grabbed a customer's attention. It involves identifying the marketing strategy that first attracted new customers, such as clicking on an advertisement or browsing a website.

This way is good for knowing what grabs people's attention right away, but it has limits. It ignores what happens after that first thing, which could also be important.

First-Touch Attribution

To do it right, businesses need to use technology to track what happens at every step. They need to define the "first touch" and monitor the data to improve their marketing efforts.

Last-Touch Attribution

Last-touch attribution is a marketing model that credits the last touchpoint the customer interacted with before making a purchase. This means that whatever channel or tactic was responsible for driving the final action gets all the credit.

Pros and cons of using this model:


Simple and easy to implement, provides clear insight into which touchpoints are directly leading to conversions.


Ignore other points in the buyer's journey. Disregard the impact of previous interactions. It might not illustrate the decision-making process of customers for purchases.

Collect data on every touchpoint:

Tracking and recording data on every interaction throughout the customer journey is crucial.

Use advanced analytics tools:

Invest in advanced analytics tools that can help you analyze and attribute value across multiple touchpoints.

Consider combining models:

Combine last-touch, first-touch, and multi-touch attribution to get a complete view of your marketing efforts.

Last-Touch Attribution

Multi-Touch Attribution

Grasping multi-touch attribution models is vital for precisely assessing the efficiency of your B2B sales cycle. Given the involvement of numerous touchpoints, it's essential to evaluate the contribution of each touchpoint in generating conversions. Multi-touch attribution aids in identifying the most productive marketing channels and strategies for every phase of the sales cycle.

Key points:

  • Multi-touch attribution allows you to track and attribute revenue across various touchpoints
  • Different touchpoints contribute differently to the B2B sales process
  • Advanced analytics tools can address challenges such as data integration and accurate tracking.

Metrics Used in B2B Sales Attribution

Revenue Attribution: In B2B sales attribution, there's an important number called "revenue attribution." This number tells us how much money comes from different marketing things along the customer journey. When businesses know which marketing brings in the most money, they can spend resources in the right places for better results.

  • Lead Generation Attribution: In B2B sales attribution, there's another important number called "lead generation attribution." This number helps figure out which marketing stuff is bringing in the best potential customers. When businesses attract more good leads, they increase their chances of turning them into loyal customers.
  • Conversion rate attribution: It is like a scorecard that shows how good marketing is at turning interested folks into actual customers. It helps businesses determine which parts of their customer journey work really well and which ones need fixing. By enhancing the quality of the best components, they can effectively increase their sales.
  • ROI attribution: It is like a money scorecard for marketing. This informs companies about which marketing materials are profitable and which are not. Armed with this knowledge, they can make informed decisions about their next steps.

It helps companies identify what works, so they can invest in successful things and grow their business.

Metrics Used in B2B Sales Attribution

Lead Generation Attribution

Number of Qualified Leads: Keeping count of good potential customers is super important. It assists you in determining whether your marketing efforts are attracting the appropriate audience who are probable to purchase from you. This info tells you how well your marketing to attract good leads is doing.

Cost per Lead: Calculating cost per lead is like checking if you're spending your money wisely to get new potential customers. To calculate your marketing effectiveness, divide your marketing expenses by the number of new leads acquired within a specific timeframe. It helps you see if you're spending your money wisely and where you should improve your marketing efforts.

Lead-to-Customer Conversion Rate: The objective of a company is to convert individuals who appreciate its offerings into actual buyers. You can measure how well your sales team is converting potential customers into paying ones by tracking how often this happens.

If lots of interested folks become customers, your marketing is doing great. But if not many do, it means you might need to make some changes to get more sales and money.

ROI Attribution

Marketing ROI (Return on Investment) is a crucial metric for businesses to measure the effectiveness of their marketing efforts. It calculates the return generated from each marketing campaign or initiative, allowing companies to allocate resources more efficiently.

Customer Acquisition Cost measures the cost incurred to acquire a new customer and is an important factor in determining marketing ROI. Businesses can use the LTV: CAC Ratio which compares the lifetime value of a customer with their acquisition cost to assess whether their investment in acquiring customers is generating sufficient long-term value. 

These metrics enable organizations to optimize their marketing strategies and maximize revenue growth potential.

ROI Attribution

Implementing B2B Sales Attribution Models

To make B2B sales attribution models work, you need to start by setting clear goals. This means deciding what you want to achieve and what success looks like. It helps you use the right measurements that actually matter.

To understand customer behavior and buying decisions, gather information from customer records, marketing tools, and surveys.

Analyzing this data provides valuable insights into customer behavior, preferences, interactions, and purchasing decisions. These crucial insights help determine the allocation of credit to various marketing channels. 

This process helps determine how to give credit to different marketing channels. Rewrite this in simple easy-to-read language and in short.

Setting Clear Goals and Objectives

It's really important to make sure your sales and marketing teams are on the same page. When they work together toward the same goals, it makes everything run smoother and leads to more success. 

This teamwork helps them talk better, work together more, and understand who their customers are.

A significant aspect of goal setting involves determining the amount of money you aim to earn. When you set specific money goals, it gives you a clear target to aim for. These targets help you see how well your business is doing and guide your plans for the future.

  • Aligning sales and marketing teams promotes effective collaboration.
  • Defining KPIs enables accurate measurement of progress.
  • Establishing revenue targets provides the focus for business growth endeavors.

Collecting and Analysing Data

Implementing a CRM system is crucial for collecting and analyzing data. It allows businesses to store and organize customer information, track interactions, and gain insights into customer behavior. 

Using data analytics tools helps businesses gain insights from data, find trends, make informed choices, and drive growth.

Choosing the Right Attribution Model

First-touch attribution says the first time a customer hears about your brand gets all the credit when they buy something. It's good for knowing which marketing stuff catches people's attention.

Choosing the Right Attribution Model

Last-touch attribution gives all the credit to the very last thing a customer does before they buy something. It helps businesses see which channels are best at convincing people to make up their minds and buy.

Implementing Tracking Technologies

To keep an eye on where your website visitors come from, you can add special codes to the website links. These codes help you figure out which ads or marketing stuff is bringing in the most visitors and sales.

You can also use unique codes for different things you share, like emails or social media posts. These codes show you what's getting attention and making sales happen.

Integrating marketing automation platforms with CRM systems streamlines data collection and analysis for a more comprehensive view of customer behavior. This integration helps businesses track leads, measure campaign success, and find ways to improve their sales process.

Challenges and Limitations of B2B Sales Attribution

1) Data Accuracy and Reliability

Inconsistent data sources can hinder the accuracy and reliability of B2B sales attribution models. Without a consistent and reliable source of data, businesses may struggle to make informed decisions based on inaccurate or incomplete information.

Unreliable tracking methods further contribute to the challenge of ensuring data accuracy and reliability in B2B sales attribution. If the tracking methods are unreliable, businesses can't trust the metrics generated by these models.

2) The Complexity of Buyer's Journey

A buyer's journey is complex because of various touchpoints, longer B2B sales cycles, and different decision-making processes. Companies need a strong presence on other platforms and mediums to connect with customers effectively.

Additionally, B2B sales cycles tend to be longer because of multiple stakeholders involved in the decision-making process. Moreover, varying decision-making processes among different organizations further add intricacy to the buyer's journey. Understanding and navigating these complexities is essential for successful B2B sales attribution models.

3) Omnichannel Attribution Challenges

Businesses struggle to accurately assign value to each channel because of biases such as 'last click' and 'first touch' models. These models overlook earlier or later interactions. This poses a challenge for businesses. 

These challenges make it challenging for companies to accurately measure the contribution of each marketing channel and attribute conversions correctly.

Benefits of B2B Sales Attribution

1) Improved Marketing ROI

Clear visibility into which marketing channels are driving revenue is essential for improving marketing ROI. By studying data and metrics, businesses can find the best channels and allocate their budget more effectively based on real results.

This helps them identify underperforming campaigns and reallocate resources to those that yield better results. As a result, they can maximize their return on investment. Understanding customer journeys is crucial for effective B2B sales attribution models.

1) Improved Marketing ROI

2) Optimized Marketing Strategies

To boost your marketing success, understand when customers are likely to buy by looking at their data. Concentrate on those crucial instances to increase your earnings.

Convey the appropriate messages at the correct moments by understanding customer preferences and what motivates their purchases.

B2B sales attribution models help you make smart decisions and improve marketing to make more profit. Tracking how customers move around helps you see if your marketing is doing well.

3) Enhanced Sales Performance

Enabling better collaboration between marketing and sales teams is crucial for enhanced sales performance. By aligning their efforts and sharing insights, both teams can work towards the common goal of closing more deals.

Sales teams can prioritize leads based on their value. This allows them to focus on prospects with the most potential to become customers. Lastly, by assigning revenue to campaigns or initiatives, businesses can make better decisions and use resources effectively.


Knowing B2B sales attribution models and metrics is vital for businesses to improve marketing, boost sales, and increase revenue. Companies can analyze data and monitor customer interactions. 

This helps them identify significant moments and tailor their messages accordingly. By doing so, they can attract more customers and ultimately boost sales.

Furthermore, by analyzing attribution data, businesses can personalize their marketing efforts and allocate resources effectively for more targeted and effective campaigns. 

To take full advantage of these benefits, businesses can turn to AI agents and lead generation automation services provided by B2B Rocket. With us, companies can transform their sales process, drive leads, and boost revenue.

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Emma S.

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