"Prior to making an introductory call on an account, I typically spend about fifteen minutes researching the contact, as well as their company. I usually try to find the person on LinkedIn first so I can see their professional history and what their current role is. I then look up the company's website, in addition to looking at Google search results, so I can learn more about its products/services, business model, and industry. After conducting this online due diligence, I'll reach out and introduce myself. If I have any confusion or outstanding questions, I don't hesitate to ask the person once we're conversing as this usually helps to break the ice, in addition to giving me a deeper understanding of them and their company."