Before you pick up the phone or open a new email to contact a sales prospect, you should already be an expert on the people and organization you are trying to reach. Research is as critical a part of the sales cycle as any other step. If you don't know what you're talking about, you'll never get a meeting or return phone call.
To learn how to better research prospects, and the different ways to prepare for a cold call vs. a meeting, we turned to Jeff Ragovin, Chief Strategy Officer for Salesforce Marketing Cloud, to fill us in on how he conducts his research before connecting with prospects.
