I wholeheartedly agree. Say it slow: Quality over Quantity. Less is manageable. We've built numerous kick ass lead gen programs to technology decision makers (5000 leads per quarter for one Silicon Valley company). But no matter how many leads we surface or how good the leads are, the corporate beast wants More and preferably lots More, keep shoveling the coal More. Make that every Monday. Even if sales can't keep up.
Munch's scream comes to mind.
We've found that the fewer people we target and the more versioned the messaging, the better the response, the better the leads, the more likelihood the sales team will have the bandwidth to make meaningful contact before those precious, hard won leads fizzle in the dish.