Don't look at filling your pipeline as one big monumental task. Divide and conquer. Do this based on defining categories for your leads and setting targets. People often look for “a” source of leads, when they should be looking for all of the potential sources of leads.
But what percent of your leads should come from each? This varies a great deal, company by company. What you don’t want to do is chase them all with the results being random, because then your company will grow like a weed. Decide what a healthy mix of leads for your company will be and set targets accordingly in each of the categories. This will ensure your long term growth is balanced and strong.
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