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When conducting sales training, the most common challenge I hear from sales people is, “I can’t get anyone on the phone.” Caller ID largely causes and can help you solve this problem. 
A successful introductory email to a prospect is about generating the prospect’s interest and getting a response. With an introductory phone call, you would also determine if there is need; this is trickier via an introductory email.
There are two times of the year when prospects categorically write you off; during the winter holidays and summer. Seasoned executives shrewdly use the excuse, “Call me back after the New Year” as an easy way to get you off the phone, delay having to meet with anyone, and postpone any additional decision making.
Do you have a Hoover's subscription? Hoover's is just one tool that you can use gather detailed business reports and profiles of accounts and prospects that you are targeting. Hoovers is also a great way to build targeted and specific account lists to prospect.
A third baseman could stand ready during an entire game and never have a ball hit his way. But every time the pitcher throws a pitch to home, the third baseman gets in his ready stance in case the ball gets hit his way.
Reaching a prospect on the phone can be tough. Depending on the size of the company and level of seniority, it can be even tougher.
Have you ever had a difficult time getting someone to listen to your message on the phone?
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