If you do lead generation (a.k.a. prospecting) for yourself you may want to read the WSJ article, "End of the Cold Call?" by Jeanette Borzo. The article features tools that will aid sales people, entrepreneurs, and professionals with their personal lead generation efforts.
It’s important to note that these tools will help users begin conversations but they won’t do the hard work of building relationships for you. My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy.
Time and time again it is proven that customers want the salespeople they deal with to understand their business, their needs, and the pressures under which they operate. These people are called trusted advisors.