Great to meet you at Jill's thing in down by Philly. Saw your post here, thought I would jump in
Wasn't that fun? High Rankings threw a great little seminar. Getting to meet people in person and hear someone say "I'm so and so from your forums" is fantastic, although of us, Bill will be the one to remember faces and names. I'm a mess.
Anyway, I'm really familiar with the B to B setup, because Verticalnet, whom I used to work for, was all about B to B. It takes a different way of thinking about things.
Can you tell how well your sales lead form converts, or the prospect newsletter? I'm always curious because in usability testing, those areas are some of the places where abandonment issues creep in. I've seen some weird mistakes, like a sales lead form that REQUIRED a FAX number. That blew me away.
Another is how a form asks for personal info. Some sales lead forms ask for gobs of personal information, when all the prospect wants to make some initial contact to learn more before taking the next step.
Have you adjusted your processes based on any feedback and seen improvements or no change at all?