“For your business, do you need increased marketing exposure to attract more prospects or better sales conversion with the prospects you are already attracting?” This is the question I posed to our Ziglar audience. People responded with needs for one or the other or both of course, but the discussion Tom Ziglar and I brought up was sequentially we need to ensure our sales conversion is up to par before we adequately market. But then we do go into some key principles for marketing to your specific demographic and giving more focus to qualified prospects who are relevant to buy over just generating big numbers of lame prospects you must filter through. You’ll hear some good counsel on finding the prospects most suited to you 
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