The Evolution of Lead Generation

In the pre-internet search era, a new business person was primarily responsible for lead generation. As tools of search get better and buyers can more readily find specialist,. expert firms that they might engage, they don't have to put up with conversations with salespeople. That lead generation function has moved away from sales to marketing. It's almost funny to think about it, but there used to be a time when sales reps held all of this marketplace information.