There are many moving parts involved in the B2B sales process, and a lot of lengthy research involved in pursuing sales leads. Being as efficient as possible during the time allotted for sales lead research is crucial to your success as a salesperson.
With the use of modern technology, there is essentially no such thing as “cold-calling” as we know it traditionally. Now, any time a sales call is scheduled, whether by phone, teleconference or in person, a meticulous amount of research and scouting has happened before the first handshake and greeting between parties.