Jim Logan | The B2B Rainmaker

Here's your very limited, but real scenario:  You are a sales rep in a mid-size company.  You sell telecom equipment to F1000 companies - a complex sale with an average value of $500K that takes approximately four months to close.

Your territory is the Western US (undefined).

You have an annual quota of $3M and your marketing department doesn't provide you a steady stream of qualified sales opportunities.

How do you generate leads necessary to meet and exceed quota?

UPDATE:  It should go without saying, which is why it should be said -  I will give my answer to this question in a few days...a real world answer to an all too common sales challenge.