The challenges of chasing leads and building pipelines in today’s business environment sometimes make me wonder why I ever chose sales as a career—we all follow up on company-generated leads and contact existing customers. Sometimes we even resort to cold calls. For each call, we carefully and conscientiously record the date, time, person we tried to contact, and the outcome of the call in our company CRM system. A quick review confirms our feeling that, all too often, we’ve only managed to connect with a voice-activated system and/or voice mail. It can get so bad that the human contact of having an administrative assistant screen our calls can be gratifying. The common theme is the damned difficult time we have getting access to decision makers.