Emilio Garcia says populate your CRM with target accounts and buyers from day one, even before they engage. But having their names and emails doesn't mean you can contact them. Only reach out after they've filled a form or become a lead.
Nowadays, there's no reason why your CRM should be empty from the beginning, even if you're just doing marketing, even if you are not doing sales yet, is you want to identify all the accounts and the buyers of those accounts that you want to target. However, having that information in the form of names and last names and emails and phone numbers doesn't give you the right or the access to talk with them or talk to them over email and phone because they probably haven't opted in for communications, right? So email and phone is a great channel usually for a stage where your buyer has already engaged with your company in some capacity, right? So that stage usually is more of a lead on the CRM that has filled a form or established communication. So it might be an MQL or something like that.
