- Marketing is mid-to-long range pipeline filling. It’s great for developing brand and moving buyers toward you, but it takes time to build.
- Sales prospecting is for generating immediate pipeline activity: asking for client and center of influence referrals, cold calling/emails, and networking. Don’t use marketing as an excuse to not prospect.
- Website: Share ideas via a blog and collect email addresses from prospects.
- LinkedIn: Become a participant. Share ideas and like/comment on articles, updates or groups.
