The biggest challenge of marketers today is not necessarily about lead generation. In the past decades, it has become easier for organizations to attract new potential customers online. The internet has drastically changed the purchasing behavior, allowing people to find information, compare and analyze various offerings by themselves. Many companies have understood that investing in analytic and SEO optimization tools can help increase lead generation exponentially.
However, even when you have found the secret to more lead generation, it does not always immediately result in more customers. Why? Because as you increase the lead inflow, you will typically see that the average quality of your leads decreases, because you are addressing people earlier and earlier in their purchasing journey.