Though 88% of B2B companies say they understand their target audiences at least moderately well, they still struggle to translate that understanding into new business leads via their corporate websitesaccording to a new study by Demandbase and Focus.

Corporate websites are a critical channel for B2B companies. After personal connections and referrals (41%), websites are the leading source of leads (23%) among surveyed B2B professionals, outpacing email (14%), online advertising (7%), and social media (3%).

Below, additional findings from the 2011 National Marketing and Sales Study, by Demandbase and Focus, which surveyed a cross section of sales, marketing,  and engineering executives from small, midsize and enterprise companies.

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