How Much Preparation Should I Spend on Prospecting Research and List Building?

Jason: How much prep should I do knowing that 95% of the people I call and probably not even going to ever pick up? Colin: You don't want to be bumbling for research between every call, especially during the golden hours. Most reps make a mistake when they go to make the dial and they're just ringing and nobody's picking up. So in terms of blocking and tackling segment your time prioritize the lowest pick up rate times to prospect and research,. Then focusing your conversations during the highest pick up ratetimes.