The most important element in converting inbound leads to customers is how effectively you transition your digital relationship to a real human relationship with your sales team. A recent study by software consulting firm Software Advice gave some insight into how to best make this transition. Software Advice helps businesses choose the right software for their specific needs and relies heavily on inbound lead generation to fill their pipeline. Their 2013 B2B Online Buyer Behavior Report looked at data from 6 million unique website visitors to determine the most successful tactics to convert inbound leads to sales. Keep in mind that this report focused on buyers of B2B software - while the conclusions are broadly applicable to software product purchases, they may not apply directly to more complex sales cycle such as the purchase of professional services.