HOW TO: Accelerate your lead generation

"Anyone who has attended a trade show recently knows exactly how much online has taken over from traditional lead generation methods," says Malcolm Duckett, VP operations at digital marketing company Magiq. "Although telemarketing may be used to progress a discussion, online has in the last two years become the way to source opportunities."

In early 2007 online lead generation was still in its infancy, but the speed of its growth since then has been dizzying. Most observers agree that it has been greatly accelerated by the recession, but that it was always going to be popular anyway. This is for two reasons.