SUMMARY: 56% of business-to-business marketers in high tech used telemarketing to qualify sales leads in 2004. And the tactic's growing more popular by about 4 percentage points each year.
Why? Because successful lead generation is all about handing your sales team a perfect lead ready to convert, instead of a pile of the 100s of folks who downloaded your white paper this month.
Here's our quick guide for you on best practices in qualifying leads by phone. Includes tips on scripting and timing: