Emma Brudner says, “There’s no wrong way to go about researching a prospect in advance of a call. Yes, there are a few efficiencies to be gained, and some networks are more important to check than others, but as long as you’re doing your research, you’re already more than halfway there.

The only way a sales rep can truly fail is by going into a call totally cold. Buyers just don’t have the patience to answer basic questions whose answers are readily accessible with the most cursory searching, nor do they have time to fill you in on their challenges. If you pick up the phone without gathering any background information, at best you stand to annoy the person, and at worst, to be hung up on mid-sentence. But you can be sure there’s not going to be any money exchanging hands or contracts being signed.

You might not have time to check every box on this list before a call, and that’s okay — just make sure to check at least a few. The more you can personalize your conversation to the prospect and their business, the greater the chance that you’ll capture their interest — and hopefully their business.

14 Places to Research Buyers Before Sales Conversations

1) LinkedIn

LinkedIn is a gold mine for prospect research. If you can only research your prospect on one platform before your call, make it LinkedIn“.

14 Places to Research a Prospect Before a Sales Call

HubSpot

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