There is nothing that sales people hate to do more than make cold calls. Even the very best salespeople who make this activity a regular and scheduled part of their work week just tolerate it because they have learned over time it is the best way to fill the sales pipeline with new, quality prospects to work.

Last week, I connected with a former colleague on LinkedIn.  As I checked out his profile, I noticed that he was now working for a new technology company. Not only had I never even heard of the company before, but the name of the company also didn’t clarify the products or services offered. Now my curiosity was piqued, but once I tracked down the company's LinkedIn page to learn more, I was really disappointed.