Why Most B2B Sites Fail to Convert Sales Leads

Do you have your web site's good content under lock and key? I've written numerous times that you're wasting your time by trying to force people to become leads before they tell you they are ready to speak to a sales person. You'll have more success if you give them access to your content without requiring them to register first. Research shows that if you require registration on your website to download content such as articles, white papers, studies or other "free" resources, you could be losing 75%-85% of your potential leads! I saw a press release for a study last week completed by the KnowledgeStorm made this same point in their recent report on Marketing Interactions: B2B Websites Not Effective Add to DiggThis | Furl InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale."