Okay, you have taken the time to plan out an ideal customer profile and have identified several companies which you want to call. You know the rank or title of the position you need to get in touch with to make an appointment to start your sales process.
Now comes the hard part – you have no name or phone number and especially no email address. So what do you do? You know the probability of success increases when you have a specific name to call upon. Again, so what do you do?