Recently, I’ve been exploring the process of defining a target audience and list building. As a marketer I’m always worried about keeping the pipeline filled. I’m not just talking about identified business opportunities – I mean new opportunities. Sure, inbound strategies and an effective website can make this happen organically, but its a long-term process that takes patience to perfect. In the short term, since trust is built fastest face-to-face, I’ve been focusing on sales relationship building in a 1-to-1 fashion.