If you’re cold calling a lot of leads there’s just so much preparation you can do for each call.
Sure, you should invest time and money into generating targeted and qualified leads, but it may not be feasible to prepare for every call until you’re further down the funnel.
Once you get there, preparation is key.
The value of your prospect is now higher. You’ve already invested effort to get where you are today. So, what can you do to put your best foot forward?