Yes...all this "you have to provide solutions" talk is all fine and good but it's still a numbers game. However, you have to make each call effective by getting information that will help you someday get in the door. What they have (or who they call for service should tell you what they have), whether they own or lease, are they 100% satisfied, and who makes the decisions. Your questions can't come across as an interrogation or you won't get any info from the receptionist. But if you are pleasant and ask each question as if its the last question, I can usually get pretty far. I may not get it all on the first call but I keep good records and use what I get to get more info the next time. Say I only get the brand of copier on the first go around, I go back a few months later and say, "I know you have a Canon copier but can you tell me whose decision it was to go that direction?" For the most part, I cold call for information, then phone call for appointments. I can often get past the gatekeeper by saying, "I need to speak to Mr. VITO regarding the Canon copier that you have." I don't tell the receptionist that I work for the company that sold them the Canon, but they seem to somehow assume that oftentimes.