Aberdeen Group: Lead Scoring

The Path to Higher Conversion

All companies are pressured to maximize sales and marketing effectiveness to increase conversion, increase lead to sales revenue, and increase top-line revenue.

This study explores the strategic value of lead scoring and prioritization techniques and isolates the processes, capabilities and technology enablers that allow Best-in-Class organizations to achieve superior performance in revenue, lead conversion rates, and cost per lead.

Results

Aberdeen research reveals that top performing organizations are 80% more likely than their peers to use lead scoring and prioritization techniques.