So when you are selling to an account, who needs to vote for you first before you even get started? The CEO, the IT department, end user, management? Whoever it is, it is a personality contest.
It is what you say and how you look, do you pass the smell test, these are the things that get you in the door. By you, I mean your solution too, but generally you can get a meeting without ever showing your product, if they like you.
So go to those picnics, kiss those babies, and don’t be afraid to step in a cow pie or two and you may get “voted” to the next level.