Savvy sales and marketing professionals know that all prospects are not created equal. Lead quality varies widely based on a large number of factors. That is why lead scoring is quickly becoming an important aspect of the lead management process.
This study looks at historical data across millions of leads in education, insurance, and mortgage to draw enlightening insights about key attributes that impact lead quality. For each industry, we identify common data fields, actions, and statuses that impact a prospect’s likelihood to convert.
Each of the results included in this research, on its own, can suggest a number of actionable changes to the types of leads that should be pursued, the type of data that should be collected, and the best ways to manage different leads in order to maximize conversion rates.
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