To a salesman, a healthy pipeline of calls, proposals and negotiations are what keep him afloat. A good salesperson builds his funnel by going through umpteen “cold” calls and network references. 75% time is spent on this. Now imagine a team that gets him pre whetted appointments. I.e verified if the target is the correct point of contact, who has read the company’s literature at least once and has expressed open interest in starting a conversation.