Prepare Before Cold-Calling –Dana

Check out your prospect on LinkedIn. Chances are, he or she is there. LinkedIn profiles have tons of good information. Where else has this person worked in his/her career? Check out the company while you're there, too.

This research gives you insights that will help make your calls more specific, and by that I mean more relevant, to each prospect. When you call to sell something, being informed about that person and the company is the very first step you need to take.