estimate that 19 out of 20 cold callers have no idea what my company does. It's quite a joke to listen to their sales pitches. I assume that they just go in order through the phone book and call each company, one-by-one.

Doing some research prior to calling on your B2B sales leads, at the very minimum, makes you look a lot more profe

Let's say you are a salesperson and your marketing department just handed you a stack of business cards to follow through on. Perhaps, the marketing department gathered these cards at a recent industry trade-show and it is your job to follow up on them. These are hot leads. In this situation they came from prospects visiting your company booth at a trade show. So they are interested. They could be buyers.

What do you do?

If you are like most sales reps, you pick up the phone and dial them one-by-one with a sales pitch.

This is wrong.

B2B sales leads, especially hot leads like this, should be valued more. You should research these prospects and learn a little about each and every one of them prior to making contact.

At a bare minimum, you should learn what position the contact in the company holds. Is he an executive? A buyer? A Manager? Is he the actual decision maker? Further, be sure you know exactly what the company does prior to making the call.

I say this because I know that it is quite annoying when a salesperson calls you to try to sell you something that "you need," or something that could "cut your costs," or something that can "increase your company's productivity" when they don't even know what your company does or even what industry it is. I know this because I am the recipient of cold calls. I would estimate that 19 out of 20 cold callers have no idea what my company does. It's quite a joke to listen to their sales pitches. I assume that they just go in order through the phone book and call each company, one-by-one.

Doing some research prior to calling on your B2B sales leads, at the very minimum, makes you look a lot more profes

oth at a trade show. So they are interested. They could be buyers.

What do you do?

If you are like most sales reps, you pick up the phone and dial them one-by-one with a sales pitch.

This is wrong.

B2B sales leads, especially hot leads like this, should be valued more. You should research these prospects and learn a little about each and every one of them prior to making contact.

At a bare minimum, you should learn what position the contact in the company holds. Is he an executive? A buyer? A Manager? Is he the actual decision maker? Further, be sure you know exactly what the company does prior to making the call.

I say this because I know that it is quite annoying when a salesperson calls you to try to sell you something that "you need," or something that could "cut your costs," or something that can "increase your company's productivity" when they don't even know what your company does or even what industry it is. I know this because I am the recipient of cold calls. I would estimate that 19 out of 20 cold callers have no idea what my company does. It's quite a joke to listen to their sales pitches. I assume that they just go in order through the phone book and call each company, one-by-one.

Doing some research prior to calling on your B2B sales leads, at the very minimum, makes you look a lot more profe

little about each and every one of them prior to making contact.

At a bare minimum, you should learn what position the contact in the company holds. Is he an executive? A buyer? A Manager? Is he the actual decision maker? Further, be sure you know exactly what the company does prior to making the call.

I say this because I know that it is quite annoying when a salesperson calls you to try to sell you something that "you need," or something that could "cut your costs," or something that can "increase your company's productivity" when they don't even know what your company does or even what industry it is. I know this because I am the recipient of cold calls. I would estimate that 19 out of 20 cold callers have no idea what my company does. It's quite a joke to listen to their sales pitches. I assume that they just go in order through the phone book and call each company, one-by-one.

Doing some research prior to calling on your B2B sales leads, at the very minimum, makes you look a lot more profe

hat it is quite annoying when a salesperson calls you to try to sell you something that "you need," or something that could "cut your costs," or something that can "increase your company's productivity" when they don't even know what your company does or even what industry it is. I know this because I am the recipient of cold calls. I would estimate that 19 out of 20 cold callers have no idea what my company does. It's quite a joke to listen to their sales pitches. I assume that they just go in order through the phone book and call each company, one-by-one.

Doing some research prior to calling on your B2B sales leads, at the very minimum, makes you look a lot more profe

estimate that 19 out of 20 cold callers have no idea what my company does. It's quite a joke to listen to their sales pitches. I assume that they just go in order through the phone book and call each company, one-by-one.

Doing some research prior to calling on your B2B sales leads, at the very minimum, makes you look a lot more professionals as a salesperson.