40,000 leads is about 38,000 too many. The first thing you need to decide is who are your tier I target customers, and prune the list appropriately. If you prod

40,000 leads is about 38,000 too many. The first thing you need to decide is who are your tier I target customers, and prune the list appropriately. If you product / service is good and solves a real problem for a properly targeted client, it may be quite a while before you bother with the other 38,000. The other 38,000 are marketing leads, not sales leads. They need to do something to identify themselves as tier I sales leads via some set of trigger events that you ID as beacons that could be indicators that the timing is right to contact them. At some point as you succeed you'll grow into a full time marketing staff that spends all day thinking about how to move the suspects over to the sales lead list. But in terms of generating revenue now, you need to prune the hell out of the list so that you are spending your time chasing the highest value prospects.