I remember one place I worked at they used to have a girl cold call to simply find out who was who and to survey for information. The leads would then be passed on to the salesmen who then didn't look like a stranger asking "are you in charge of....".
She also qualified to make sure he was really the correct person to speak with so the caller didn't need to. then he scheduled a second call for the next week and only then the sale was closed.
This whole masquerade was just to pretend the manager was some big bad global executive.
This was my first sales job and my only exposure to corporate sales. Is it a generally accepted way to go or can you simply wing it on the first call to find out who is in charge?