We are often asked this question while speaking with potential clients. Or said another way, people ask “Will you confirm and qualify X information and then let our sales reps call and schedule a sales appointment?” Initial Call has performed this kind of contract work in the past but more recently, we have come to a new answer: don’t do it. 

If you sell something really simple, and it’s not hard to find the Buyer’s name within a mid-sized company, it may be a reasonable use of money to pay a firm to confirm your prospects’ contact information and basic qualifying information. However, if what you sell is difficult to explain, requires heavy qualification, and the Buyer is deep within the company, it could well take our Sales Manager 50 different activities to get this person on the phone. If we have the potential Buyer on the phone and confirm that they are the right person with whom you should be talking, we want to schedule a sales appointment right then and there.   Nine times out of 10, when we forward researched information about a Buyer to a client, the client later struggles to get that Buyer on the phone again.  It usually doesn’t make sense for our clients’ expensive sales reps to spend time trying to chase down people we can reach for them.