Don't ignore duplicate leads

For businesses with a strong lead generation focus, duplicate leads may be a sign of something special.

According to a report by Leads360 based on an analysis of approximately 100,000 leads from its customers, duplicate lead submissions were discovered to have converted at a rate 167% higher than the non-duplicate leads.  Additionally, the company found that re-distributed, re-prioritized, or merged leads have an even higher conversion rate than the average lead.

Duplicate dispositioned leads emerged from the analysis with a conversion rate 181% higher than the average lead. Interestingly, even the duplicate leads that were not dispositioned still had a higher conversion rate (about twice as high) than the average lead.

This study is highly valuable for B2B marketing processes that employ automation and lead generation processes with multiple players. This behavior could play a role in identifying new high-value targets, and for auto-scoring tools, the duplication instance could be a signifier.