Whether you’re implementing an inbound marketing approach or are engaged in outbound prospecting efforts, you’re going to have to pick up the phone and call someone you haven’t talked to before. If that first call feels like a first call – to you or your prospect – the likelihood of a successful interaction drops precipitously. Before the first call is made, it is important that you learn more about the person and company you’re calling. This requires research; but balancing just how much...
