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The Importance Of Lead Validation

By Aaron Wittersheim

Generating quality leads is vital to a business’s success. If the effectiveness of an online lead generation campaign is solely based on the quantity of leads, you may be overestimating your results by as much as 50 percent. One of the best ways to prevent this from happening is to validate your leads. Lead validation is the process of separating actual sales leads from other non-sales inquiries that can include auto-dialers, empty form submissions and sales solicitations. According to the data in the study, through lead validation, marketers will know which campaign is generating actual sales leads and adjust their efforts accordingly.

Here are three key improvements you will notice through lead validation:

  • You will be able to optimize campaign performance based on sales leads instead of relying on inquiries alone.
  • You will have accurate cost-per-lead data versus cost per conversion, which the study proves can be misleading.
  • You will know which Internet marketing source contributed to each validated lead.

View the side presentation below to also learn the visit attribution for online lead generation, along with the days leads are most likely to convert.

About the Author

Aaron Wittersheim is an accomplished entrepreneur with over 20 years of business and technology experience. He is currently Chief Operating Officer at Straight North, an Internet marketing company.