I have to admit that I’m doing this right now.
I am looking for contact information in some target enterprise accounts. It takes time. If you’re not careful, a lot of time.
And I’ve done this many (many) times in my sales career and used many (many) hours of time on this. And I know many senior sales people that have spent lots of time on this too.
If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? This is just the cost of doing business.[Read more…]