Selling to the right person

Some salespeople just can't figure out why their presentations don't get people to sign on the dotted line. Perhaps the problem isn't in the presentation. Maybe their closing rate suffers because they're not prospecting for the right people. You can't lose by doing as much research as possible before the call. Who are the power players at each company? Forget the person with which you want to speak. With whom do you need to speak? You can schedule 10 meetings with the wrong people, and it's not worth one scheduled with the right person.