In October 2010 ShadeTree send out a survey request to sales vp's and managers, inside sales managers and marketing vp's and managers.  The short survey was focused on understanding how salespeople go about the job of prospecting: 

• Figuring out who to call
• Where to find names
• Building list / call queues 
• Related challenges

Key Findings:

• Over 60% of salespeople report difficulty determining who to call
• 82% of salespeople reported that better lead pipeline reporting would be valuable to them
• 73% of salespeople have difficulty building call queues within their CRM system

Below are results from the survey.