This article originally appeared on VentureBeat.
Recently, my business did a purge of contact records we had collected over the years that were never going to convert into clients. A whopping 220,000 records were clogging up our CRM – and continuing to get content from us that they likely ignored.
Clearly this is a sign that these people certainly didn’t intend to buy from us at any point in time.
This kind of purge is an eye-opening exercise, and one I suggest every business undertakes. The results say a lot about the state of your content, and should make you take a hard look at what you’re putting out — and who it’s attracting.
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Meet Justin Gray
Justin is a serial entrepreneur and the CEO and founder of LeadMD, the world’s largest revenue operations agency having implemented over half of the Marketo user base. Justin has made a career of launching successful companies and scaling them, with successful exits of over 200MM+ in the last decade. Justin’s latest endeavor launched in 2016 when he co-founded Six Bricks an online learning startup designed to combat employee and customer churn through experience-based education. Over the past 10 years, Justin has emerged as a strong voice for entrepreneurship, marketing and culture. As a recognized speaker, Justin has been published over 350 times in industry publications and holds his own column, Tribal Knowledge in Inc., while writing for Entrepreneur, Tech Crunch and others. Justin and his wife Jennifer met over marketing and three years later welcomed their son, Grayson, into the world in April of 2017.