In the IT industry, many companies complain about not having enough leads to generate sufficient potential business to fill their sales pipeline in order to meet their quotas. In many cases it's not a case of quantity, it's more likely linked to quality.

We talk to many companies in many different industries – all with complex products and services to sell, and often with long and complicated sales cycles. The common issue is identifying where buyers are in the buying cycle and ensuring their needs are addressed at the appropriate time.

Usually 'leads' passed over to sales people are a result of a white paper download oran enquiry off the back of a standard