How Much Pre-call Research is Right?

Pre-call research, either on the internet or from other sources, is great, but don’t over do it.  The extra information found, given the time taken away from selling, may not be worth it.  Sooner or later you are going to just have to pick up the phone and call the prospect!

Aim Higher!

Susan A. Enns, B2B Sales Connections,, or

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