The value of Lead Validation and Conversion

Lead Validation … Our good friends over at Straight North shared their latest insights into conversion and lead generation techniques that we felt that should benefit all who read our website.   One of the major mistakes marketing frequently does is not narrow down our leads to the most effective group of contacts and focusing on those with the highest level of conversation possible.   Improving activation is always key to marketing campaigns, and focusing in on the best lead validation techniques can impact that dramatically.  This article speaks to the benefit of understanding how, and executing highly effective methods. Great piece with good insights and perspective. 






Nov 28, 2016


Ask a company’s marketing department if it validates leads from its lead generation website, and chances are 9 out of 10 will say no, and 8 out of 10 won’t know what you’re talking about.

Lead validation, as you will see in the slide presentation below, is arguably the best-kept secret in lead generation marketing. Companies that validate leads:

  • Improve campaign effectiveness far more rapidly
  • Evaluate campaign budgets and ROI far more accurately
  • Distance themselves from competitors by grabbing a greater share of online leads

Lead validation is the process of separating sales leads from non-lead conversions. Based on our extensive data, outlined in the presentation, as many as half of all conversions are NOT sales leads. If companies rely on hazy conversion data to optimize campaigns and make budget/investment decisions, they will underperform.

Review the presentation now:

Aaron Wittersheim is an accomplished entrepreneur with more than 20 years of business and technology experience. He is Chief Operating Officer at Straight North, a Chicago-based Internet marketing company.

Follow this link to learn more on the great research and experience leading innovative Lead Generation and Validation efforts:


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