Seven Steps To Getting That Sales Appointment

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Step 1: Identify Your Targets

Old-school research resources include Dun & Bradstreet, which has data on 18 million private and public companies, subdivided by geography and Standard Industrial Classification Code. Hoover's, another company-data provider, lists key managers. Cheaper, modern alternatives include job boards like Monster.com or CareerBuilder.com; searching under keywords like "accountant," "engineer," and "lawyer" can give you a clue as to what a company's needs are. LinkedIn, a social network for business types, is another valuable tool. Finally, scroll the list of exhibitors at trade associations' annual meetings--there are leads galore in there.

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