Tighter IT budgets could lead IT sales teams to outsource lead generation. But the idea is not free of difficulties.

The tightening of purse strings has introduced new challenges for IT sales staff. Sales cycles are getting longer, and more time has to be spent prospecting for new leads.

According to Oliver Bayliss, director of Cape IT Lead Generation, South African companies are starting to wake up to the concept of outsourced lead generation, a concept that is well established in Europe.