Your software leads are generated based on a desire to upgrade, to improve. Prospects would not be so interested in acquiring something like, say, new accounting technology if they did not see it as a bit more superior to what they currently have (at least in some respects). Upgrades however still come in a variety so your prospects should also inform you on which upgrade they want to make use of first.
By ‘closing time’, this is nowhere related to the software lead generation term for closing a sale. In fact, its far more simple: the time to simply close the office and call it a day. Now you might think that such a thing is more for retailers or restaurants. Ideally, there should not be a closing time for either your business or its lead generation campaign, correct?
In the process of lead generation, there is a need to evaluate. This is not limited to evaluating the interest and budget of a prospect. You can also evaluate the prospect’s current situation to see if their interests align with what they are really missing. That in turn though actually means your lead generation strategy involves a bit of critiquing on your part.