How to research your Prospects before Cold Calling

About This Video

Walking into a cold call blind is the fastest way to get hung up on. John Barrows teaches the pre-call research routine used by the highest-performing SDRs and AEs --- a focused, repeatable process that takes under five minutes but dramatically increases your connect-to-conversation rate. He covers which sources actually matter (and which are a waste of time), how to find the nuggets of information that create instant relevance, and how to weave research into your opening without sounding like a stalker. Barrows emphasizes that research isn't about collecting data --- it's about finding a legitimate reason to call that person, right now. You'll learn how to scan LinkedIn, company news, job postings, and recent events to build a 2-3 sentence contextual opener that gets prospects to lean in rather than tune out. For anyone still picking up the phone, this is the difference between being a disruption and being relevant.

What You'll Learn

• •John Barrows' 5-minute pre-call research framework and which sources to prioritize
• •How to identify trigger events that create a legitimate reason to call today
• •The art of weaving research into your opening without creeping prospects out
• •Which LinkedIn signals indicate a prospect is likely in-market or open to change
• •How to use job postings, funding news, and leadership changes as cold call entry points
• •Common research rabbit holes that waste time without improving your connect rate
• •How to structure a 2-3 sentence relevance statement from raw research data