HomeResearch Articles Using Statistical Techniques to Diagnose Lead Scoring Effectiveness

Using Statistical Techniques to Diagnose Lead Scoring Effectiveness

  • Lead scoring is an attempt to predict which leads will eventually convert to sales opportunities and, ultimately, to revenue
  • Because there are many possible influences on lead conversion rates, typical lead scoring models may account for just a small share of that influence
  • Best-in-class marketers use statistical techniques to assess and improve the strength of the associations between lead scores and conversion rates
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