This article was originally published on Forbes.
In the early startup days, most entrepreneurs will take any lead they can get. If you’ve ever been cornered by fellow founders, you know how passionate (even annoying) they can be at the beginning. Their circles of interest are small; they often have no choice but to dedicate lots of time to chasing any opportunity.
As momentum builds, the pendulum swings past the point of being desperate for an audience. You discover that talking to anyone and everyone isn’t the most efficient way to gain new customers. Every minute you or your employees spend talking to someone who will never say “yes” is a minute you aren’t talking to someone who will.
Instead of wasting your time and resources on the wrong people, use these seven steps to attract quality leads.
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.