In today’s struggling economy, it is harder than ever for sales-driven businesses to generate promising leads and to book a solid calendar of appointments. The last few months have proven that no company, no matter their reputation and size, is safe from the consequences of the global recession. As the axe closes in, some companies are panicking and resorting to more pushy sales pitches, while others look for more intelligent ways to spend their time and money in generating sales.

The nature of lead generation depends entirely on the decision process of the buyer. For more complex products and services, a complex decision process is required. An increasing amount of buyers are now tuning out sales pitches while they cut all the unnecessary costs of their business. There are still buyers out there, but they are getting more difficult to find and close successfully.