To Research or Not To Research…

Is There Any Question?

You are ready! You are pumped! You know your company’s product inside and out…you’ve got your prospect list…you’re ready to hit the phones running!

But have you done enough research on your prospects?

“Research…nah…I can just wing it.”

Wait, what?! Of course you need to do some research!

Well, this sounds like the makings of another great debate!

Some feel that one of the most annoying sales practices is not being prepared for a call – not knowing who you’re calling and why. The most effective sales reps have done their research, they know their prospects interests, their motivations, and can anticipate their needs and concerns.

Others, however, are of the mindset that if you know your product, you can get your point across to anyone without having to stalk them online beforehand. No need to be creepy and know that your prospects prefers Coke to Pepsi and takes their pet to Doggie Daycare…you just know your stuff!

On Monday, September 30 at 2:00pm ET, we’re bringing together two sales power hitters – the UKs most hated sales trainer, Benjamin Dennehy, and sales consultant and host of the Sales IQ Podcast Luigi Prestinenzi - who will look at the research vs. no research debate from all sides. Can we come to a consensus? Tune in and find out!

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Luigi Prestinenzi

Luigi Prestinenzi

Luigi Presttinenzi helps Sales professionals be the best they can be. He work with companies in building bespoke learning solutions that enable their sales team to drive more opportunities through their pipeline and increase win rate. Every sales professional has the ability to be a high performing sales professional. His role is to help sellers unlock that potential.


Benjamin Dennehy

Benjamin is an engaging sales speaker and trainer who will explain that the barriers cemented within your selling process is your parents’ fault. Dennehy brings an antipodean brutality and charm to the sales experience that many have never encountered before. His ‘no holds barred’ presentations will educate, inspire, motivate and help your sales people understand why, and importantly, how to overcome many of their daily sales frustrations and struggles. Learn more at


Darryl Praill

Darryl Praill, CMO of Agorapulse, is a high-tech marketing executive with over 25 years experience spanning startups, re-starts, consolidations, acquisitions, and divestments. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.