Dan, could you elaborate on the difference between the appropriate and inappropriate use of intel in enterprise sales?
Dan, I've spent an hour researching you on the internet and found that your nickname on Instagram matches the Reddit user who is amazingly active on several esoteric-related threads. BTW, my product does XYZ. So how about a short call, Señor Castaneda?
Get the meeting using the company and persona-driven customization. When the call is booked, ask the analyst to create a short profile on your vis á vis that includes the "hobbies and interests" section.
Browse through the document before the meeting and sketch some lines that might come in handy in the dialogue if there are personal topics that you also care about. Relevant comparisons and metaphors are the best.
1) Research might come in handy ≠ you MUST use it in the very first dialogue. Have a feel of the timing.
2) Seasoned professional always smells BS from the seller, so don't try to feign interest in a personal topic you don't care about.
3) Don't think that clever phrase and rapport on a personal level will save you if the offer is irrelevant.