Most salespeople are pretty good at selling their products and services. They are usually proficient on sales calls—engaging prospects, discovering underlying needs they can address, and suggesting ideas and solutions that could improve a customer’s business. Companies invest significant dollars in training and systems to help their salespeople move the sales process ahead in a professional manner (and the should). But, there is one part of the sales sequence that often prevents salespeople from delivering their quotas, and that is the ability to get an appointment with a key decision maker in the first place. You’ve heard it said about many aspects of life that being there is the most important thing. That certainly applies to selling.