When decision-makers at your company evaluate or purchase from a vendor that could be a good fit, they should alert the sales team. Ask your main point of contact at the account for a referral to the best person to pitch on their buying team. Make sure to mention your current relationship with the company in your initial prospecting conversations.
- Your company takes a demo from a technology vendor that is in your target market
- Send emails, make cold calls, and ask for a referral from the main point of contact