I read this morning in RISMedia's digest a quick article by Stefan Swanepoel titled "Pirate or Partner? A Closer Look At Lead Generation." This article reaffirms what I've long contended-- like any other sales mechanism, success with online leads is dependent upon playing the numbers game, not obsessing about the deals that "didn't" happen, and concentrating on doing enough of the right things with the opportunities that you can work to create an overall positive ROI.
Swanepoel contends that online lead generation, like any lead generation, is a numbers game and that a heavy proportion of the activity that happens is simply junk to be discarded-- and discarded with a "so what" attitude. The focus should be on doing a great enough job with the remainder that the ultimate result is a positive gain for you closing business. 
And, like any sales organization, there will be sales agents that can do this as well as those that can't-- both mentally framing the discards without alarm to focus well on those nuggets left over and in terms of actually closing deals and turning them into tangible sales. Some will... some won't... so what?
If you're going to find the booty and carry off the pirate's treasure, you're going to have to be willing to cross some treacherous ground, watch out and avoid distractions, stay hard to the task at hand, be willing to dig a lot and carry a heavy load, and not be discouraged when the first couple of holes turn up empty. There's treasure out there but if it was easy to find, easy to secure, and easy to carry off and plunder-- it's already gone!
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