Just send me some information. . . Sound familiar? The BIG question is what do you do now? Is this a real sales opportunity or are you just wasting time? Do you attempt to go around Bob and get to the decision maker, or should you play along with the "info gatherer?" Many sales reps fall into the friendly trap of these info gatherers. They are pleasant to work with (makes it easier for them to get what they want from you), they offer little resistance to your ideas and it's another deal for you to stuff in your pipeline report.