The answer is a question. What departments in your prospect companies does your product or service touch? Are you providing a high-performance sales product or service? Identify the head of sales, head of development or customer relationships. Often company leadership can be found on the website, Crunchbase or Google. Always establish relationships by phone and schedule an appointment. If your company is a startup and your prospect is an established company, don't treat the director or vice president like a peer. Emphasize the value that your product or service represents to each company succinctly and specifically to gain the appointment and close the sale. Follow up your scheduled appointment with a snail mail thank letter along with a two-page prospectus outlining what your company will accomplish for their company. Cheers! To finesse pitching your product's value proposition simply schedule a call.