It may seem like an obvious thing to do, but I encourage everyone to take a look at their contacts and see how many could be “stale”. Being in sales, you get so used to working through your usual list of companies and contacts that you may not realize how often those contacts can change.
Do a quick Google search on who you are calling and to ensure that the person is still at the company and in the same role. I can’t tell you how many times I overlooked this and have been trying to reach a person that left the company 3 years ago or is now in a different division.
If you feel like you are going through the motions and getting nowhere with your calls, you are probably right. You not only have to add new companies to keep your prospect list fresh – you want to ensure the people are fresh too. LinkedIn is a great tool to do some digging on your contacts to check their current status, as well as some paid services that are offered.