If you interact with a very carefully selected group of targets using a consistent process at some point, you will realize that on average you book X number of meetings per week. That is your baseline. X. Then you think, well if I researched each company before I called them, so I knew something about them, that would improve my results. So you spend half of your time researching (at least) and half your time calling. For that “researching” to be worthwhile, you would have to double call productivity just to break even. That never happens.
