This advice is good. Definitely listen to the part about reverse ordering the calls you make based on the value you place in the target accounts. Also expect to

This advice is good. Definitely listen to the part about reverse ordering the calls you make based on the value you place in the target accounts. Also expect to not get a sale or meeting most of the time on these types of things as people have a different agenda than you and are overly busy. Don't sell features, sell solutions to problems. They will only buy something if they have a problem that your solution fills. Good luck! As an aside, how did the marketing guy get hired? Was it a consensus or a unilateral decision? Either way if the guy is not bringing enough to the table you need to measure the persons performance and hold them accountable. This is not being a bad guy, it is simply holding them to the same standards that you are held to. If you shipped out a product full of bugs or were late on every milestone your partner would hold you accountable so you should not feel bad about doing the reciprocal.