Best Practice Report

Deriving More Value From Your B2B Web Site

Six Factors For Improving Online Lead Generation In A Down Economy

December 3rd, 2008
AW
Alan E. Webber
With contributors:
Eric G. Brown , Robert Muhlhausen

Summary

In this recessionary economy, every solid lead is worth its weight in gold. Although most B2B companies focus their Web real estate on getting visitors to download whitepapers or register for a Webinar in hopes of getting more leads, they end up placing significant barriers in front of the user trying to complete that goal. What should B2B marketers do with their Web sites right now to increase leads? Focus on ensuring that the site is targeted, relevant, differentiated, usable, and trusted — and that you have analytics to continually refine your effort.

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