Lead Verification vs Lead Validation
06 Oct 2023
Lead verification and lead validation are two important processes in the sales pipeline. Both processes are designed to help businesses identify and qualify leads, but there are some key differences between the two.
Lead verification is the process of checking the accuracy and validity of lead information. This includes verifying that the lead's contact information is correct, that they are interested in the business's products or services, and that they have the budget and authority to make a purchase decision. Lead verification can be done manually or with the help of automated tools.
Lead validation is the process of assessing a lead's fit for the business's target market and sales process. This includes evaluating the lead's demographics, company size, industry, and other factors to determine whether they are a likely customer. Lead validation is typically done by sales representatives or marketing professionals.
Lead verification is important because it helps businesses to:
- Save time and resources by focusing on high-quality leads
- Improve the efficiency of the sales pipeline
- Increase the conversion rate of leads into customers
- Reduce the risk of fraud
Lead validation is important because it helps businesses to:
- Identify their ideal customer profile
- Target their marketing and sales efforts more effectively
- Prioritise their leads
- Close more deals.
Key Differences Between Lead Verification and Lead Validation
|Characteristic||Lead Verification||Lead Validation|
|Focus||Accuracy and validity of lead information||Lead's fit for the business's target market and sales process|
|Timing||Typically done before a lead is passed to the sales team||Typically done after a lead is qualified by the marketing team|
|Who does it?||Can be done by marketing or sales professionals, or with the help of automated tools||Typically done by sales representatives or marketing professionals|
|Example||Checking the lead's email address to make sure it is valid||Evaluating the lead's company size and industry to determine whether they are a likely customer|
How to Implement Lead Verification and Lead Validation
There are a number of different ways to implement lead verification and lead validation. Here are a few tips:
- Use a CRM system. A CRM system can help you to centralise your lead data and make it easier to track and manage your leads. Many CRM systems also have built-in lead verification and validation tools.
- Use a lead verification service. There are a number of third-party lead verification services available. These services can help you to verify the accuracy and validity of your lead data, as well as identify leads that are a good fit for your business.
- Have your sales representatives qualify leads. Your sales representatives can play a key role in lead validation. They should be trained to assess a lead's fit for the business's target market and sales process.
- Use lead scoring. Lead scoring is a way to rank your leads based on their likelihood of converting into customers. You can use lead scoring to prioritise your leads and focus your sales efforts on the most promising opportunities.
Webolytics can help with lead verification in a number of ways:
- It can verify the accuracy of lead contact information, such as email addresses and phone numbers.
- It can identify leads that are not a good fit for the business, such as leads that are outside of the target market or do not have the budget or authority to make a purchase decision.
- It can track lead behaviour on the website to identify which leads are most engaged and likely to convert into customers.
- It can provide insights into lead quality, such as how long leads spend on the website, which pages they visit, and what forms they fill out.
Webolytics can also be used to automate the lead verification process. This can save businesses time and resources, and help them to focus on high-quality leads.
Here are some specific examples of how Webolytics can be used to verify leads:
- Email validation: Webolytics can check lead email addresses to make sure they are valid and deliverable. This can help businesses to reduce the number of bounced emails and improve their email deliverability rates.
- Phone number validation: Webolytics can check lead phone numbers to make sure they are valid and active. This can help businesses to reduce the number of unanswered phone calls and connect with more leads.
- IP address validation: Webolytics can check lead IP addresses to identify leads that are located in the business's target market. This can help businesses to focus their sales efforts on the most promising opportunities.
- Company validation: Webolytics can check lead company information to make sure it is accurate and up-to-date. This can help businesses to identify leads that are a good fit for their products or services.
Overall, Webolytics is a powerful tool that can help businesses to verify leads and improve their sales results.
Lead verification and lead validation are both important processes for businesses that want to improve their sales results. By implementing these processes, businesses can focus on high-quality leads and increase their chances of closing more deals.