When you first get new leads, ask where they came from. Did they download a white paper? Attend a webinar? These are clues that tell you how interested a prospect is. When you run a program with TechnologyAdvice, a lot of the leads you get will still be at the top of the funnel (TOFU). Instead of hitting them with your sales pitch right off the bat, focus on education, gradually showing why your product is the best solution to their problem.