1. Who is your target customer?

2. Are they local, national, or international?

2. With a staff of list builders and researchers, have you tried prospecting to lists your team can assemble for you?

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Over the long-haul, being able to leverage content as a means for nurturing prospects to the point of becoming paying customers will be key in scaling your marketing machine.

In the short-term however, focus on the identifying prospects who are already on a rapid trajectory towards a purchase through active prospecting.

Active prospecting can be hard to scale but tools like LeadFuze, Quickmail.io, and/or Streak CRM can help keep you organized and efficient at little to no cost.

A WORD OF CAUTION: Contrary to popular belief the goal of sales prospecting is not to sell.

The goals of prospecting are to gain market insight, sales-qualify your pool of prospects, and to initiate a sales dialog with prospects who have given you their permission to sell.

When done properly not only can prospecting rapidly convert cold prospects into revenue, but it can also provide you with a tremendous amount of market knowledge as well as a segmented list of leads.

Together, an understanding of your market and a well segmented list provide a unbeatable combination for long-term success and scale-ability in content marketing.

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Still not sure where to start or afraid you'll come off as a sleazy salesperson while prospecting?

Here's a recent interview I gave on how sellers can overcome their fear of sales and prospecting: http://bit.ly/2o5kF9X