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If you do lead generation (a.k.a. prospecting) for yourself out the WSJ article, "End of the Cold Call?" by Jeanette Borzo.

The article features tools that will aid sales people, entrepreneurs, and professionals with their personal lead generation efforts. However, these tools will won't do the hard work of building your relationships for you.

My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy. Time and time again it is proven that customers want the salespeople they deal with to understand their business, their needs, and the pressures under which they operate. These people are called trusted advisors.

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Brian Carroll is the CEO of InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale."
Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.