Flyn Penoyer, The Inside Sales Guru asks, over on LinkedIn:
I contend that cold calling works just about as well, maybe better than extensive research. Obviously looking up the company and finding names will always be useful and beneficial -- but beyond that; what can you really get from research that makes a true difference. And how does any of it solve the biggest problem of developing new business -- that of getting to the decision maker in the first place?

I am going to challenge your answers and make you defend your position -- if you wish to be challenged, please let me know in your answer rather than getting mad when I do so. You can use the private message to let me know your feelings on this.

One other key point -- most people are terrible at cold calling and I believe much of the flap about "never cold call" is because of this very problem. I don't consider this a valid excuse to "waste time" doing research -- it is still a cold call unless the referral is direct and from someone who has done business with you before or there is little additional credibility.

Read the entire question and interesting answers here.
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