Brian, I wasn't putting blame on you but at the end of the day everything comes back to us as owners. It wasn't my intention to berate you in any way. We're friends. My point was that you have the right to ask your sales people to generate leads. When they are not actively selling a part of their job should be making cold calls. That's the best way to generate commercial leads that I have found. You could provide some marketing support for them in way of leave-behind flyers or coffee mugs to bring to property management companies, etc. They should be building CRM pipelines and constantly following up. Its a numbers and time game.
I just partnered in a retail remodeling showroom and for the past two weeks I have been making cold calls to contractors, sitting at every local Lowe's and Home Depot to find the contractors that have their shit together and talking to them every morning from 6:45-8:30. I joined a BNI group on The Main Line with 64 members of very motivated business owners. I'm planning on attending other Facebook functions and we are going to be doing home shows in Feb, April and May. Those are all similar things you can have your guys do.
PS: I will bring you flowers next time we meet up.