For most companies, it’s not just about generating leads. Most of us can do that, pretty easily. It’s actually about generating OPPORTUNITIES. How do we find people who are “sales-ready,” who are closer to buying than just early-stage researchers who enter the top of the funnel? Late stage leads shorten the sales cycle and reduce our cost/lead, of course. But how to separate out the top-of-funnel from middle- or even bottom-of-funnel inquiries?