Lead Scoring Extracting insight from client and prospect success to maximize future conversions
Can lead scoring predict a sale?
There is an enormous amount of information embedded in transaction information which, if analyzed, can increase the likelihood of commercial success. Using your historical conversion data, Hanover Research can extract the factors that predict the likelihood of success with current leads. With the Lead Scoring solution, Hanover Research data scientists can:
- Construct a target customer profile
- Evaluate prospect fit with target customer profile
- Drive sharper, more relevant engagement with prospects
Hanover Research uses company transaction data and overlays relevant external data sources to construct logistic regression models to rank and prioritize your leads, improving conversion rates and driving revenue.
68% of companies that reported increased revenue in the last 12 months used market research to do so.
Source: Hanover Research Market Research Impact Report
Lead Scoring tells you which opportunities will convert
Target
Construct a target customer profile.
Profile
Evaluate prospect fit with target customer profile.
Engage
Drive sharper, more relevant engagement with prospects.
How it Works: Lead Scoring Solution
Analyze Sales Data
Hanover analyzes sales data including demographic and psychographic data.
Layer on Economic Data
Incorporate macroeconomic data, such as population density.
Identify Key Sales Drivers
Run a regression analysis of the key data to determine which variables are most important to the sales process.
Create an Ideal Customer Profile
Generate a custom model to predict sales conversion and revenue, including prospect rankings by likelihood to convert and an Ideal Customer Profile based on historical sales data and [firmographic, demographic, psychographic, or macroeconomic] factors.
Mermet Leverages Path-to-Purchase Insights to Help Expand Its Online Presence
“We were exploring a website redesign as part of our overall effort to increase our brand’s online presence. With this goal in mind, we felt it was important to understand the path that potential customers of solar screen fabrics take in their purchase journey to inform our planning. Hanover’s analysis provided in-depth insights that helped us identify online content and services that will resonate well with customers.”
– Colin Blackford, Director of Strategy & Innovation, Mermet
Make decisions with confidence, not guesswork
Hanover Research provides high quality, custom research and analytics through a cost-effective model that helps clients in the corporate, education, and healthcare sectors make informed decisions, identify and seize opportunities, and heighten their effectiveness.
Flexible
Ongoing research agenda adapts with your organization’s needs
Expert
200+ analysts with advanced research expertise
Efficient
Annual, fixed-fee model delivers shared costs and benefits
Dedicated
Exclusive account and research teams ensure strategic partnership
