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.

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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

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Analyze Sales Data

Hanover analyzes sales data including demographic and psychographic data.

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Layer on Economic Data

Incorporate macroeconomic data, such as population density.

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Identify Key Sales Drivers

Run a regression analysis of the key data to determine which variables are most important to the sales process.

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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

Put the power of our Lead Scoring solution to work for you