So, Who Is Responsible for Generating Leads in the Complex Sales?

Brian Caroll, a lead generation evangelist wrote in his book Lead Generation for the Complex Sales:

Lead Generation for the Complex Sales

 ”(…)Unfortunaltely, the time-honored struggle of sales to get a foot in the door fails miserably in context of the complex sales. to be successful, a carefully crafted, thoroughly researched, and proven lead generation strategy cannot come from Sales – any more than should modern sales people be burdened with the old, worn-out tactic of cold-call prospecting. Salespeople must be enabled to do what they do best-to sell, with leads that have been qualified as sales-ready(…)”