To really sell and qualify a prospect the sales person must sit and ask many questions and actually listen to the answers. This takes time. You can only sell what a customer wants and needs. The salesperson’s role is to fill a need with your product or service. A lead generation service can pre-qualify a lead and determine what the actual need is. There is no guess-work for the sales associate who calls on the customer. He knows the customer need Product A, and as a closer will sell the client exactly what is needed. No time is wasted on proposing products that are not needed nor wanted.