It takes no effort (other than punching in the numbers)...and it produces precious little result.
The smart sales professional, according to Frank Rumbauskas (author of Never Cold Call Again), seeks out new and innovative ways to generate leads. Like using prospect's clicks in e-mail messages to identify warm prospects, as suggested by Tom Martin in The Invisible Sale (trust me, it's worth the purchase price).
As Henry Ford famously said, “Thinking is the hardest work there is, which is probably the reason why so few engage in it.”
If you sell...taking the lazy way out is not a long-term solution.