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I agree that no one wants to be bothered if they don't have the requirement, but lead nurturing and relationship building over the phone is a sustainable way of maintaining contact with prospective customers.

If you can find the right telesales guys (and they do exist, i work with 2), then ongoing contact every 1/3/6 months can help you offset the fact that IT consultancy sales cycles can be 6 months before you get your first invoice. It helps you understand your market better and informs your decision making.

Greg's point on niche marketing is key, when one of our telesales team picks up the phone, its to talk to someone about a specific solution they know there is a requirement for, thanks to the relationship building that has gone on before.

Thanks
James Golding