There’s a lot of discourse around the value of research in the sales development world. 

Is it worth the opportunity cost? Does it make sense to minimize research to maximize activity? Can prospects tell? Do they even care if my rep has done their research? 

Valid questions - managers want their reps to spend time on revenue-generating activities, after all.

It’s easy to get lost in a research rabbit hole. Then…BAM! Hours have flown by without a single activity to show for it. Tsk tsk.

But if you’ve ever been in a situation where a prospect bashes you for not knowing anything about them/their company, you know there’s value in preparing at least the bare minimum.

We sat down with demandDrive’s own Greg Cammarata to talk about his research process. 

We’ll cover: