Effective Research

Pre-call Research Best Practices

by | Nov 26, 2012

Conducting pre-call research is a necessary part of every sales effort, and, in most cases, can cost an organization a lot of time and money. Ensure that your pre-call research isn’t a wasted effort with a few best practice tips. Define research goals. In most cases,...

The Pre-Call Research Checklist

by | Nov 13, 2012

Regardless of what you sell, the quality of the information you know about your prospects affects how effectively you close them. A defined sales strategy and a solid pre-call research process will make the difference being winning and losing a sale. According to...