There is no strategy without procedures
A small business must manage all the moving parts of a large one, with fewer resources. My dexterity is in keeping these moving parts effective.
Think of marketing, sales and repeat business as a single Revenue Development effort rather than three separate functions.
I have taken a business from being a product with no exposure to performing at almost 50% of the company's global wealth. This works through alignment of people, product and planning.
Corporate culture guides a business through strength and uncertainties and keeps clients, employees and product aligned. A strong-performing company is one that builds standards, guidance and goals allowing employees autonomy to provide the best possible service and outcomes.
Put your clients front and center of your business plans: for product development, sales strategy and marketing efforts. I help businesses understand their clients beyond the application of the business product. I have built successful sales and product strategies based on a deep understanding of clients' needs, wants and fears.
Nothing repeatable should be done more than once. A good process and structured approach that runs itself means you spend your time adding value
Ivan is spot-on with practical steps you can take.
I want to further explain this way of positioning. Find out right now - before the competition starts - what your competitive advantage will be. The personal experience, high quality customer services approach is the right one for a small business with large competitors.
Ask yourself what your customers need out of the experience and what they want; what are you, uniquely, positioned to give them, and focus on that in every interaction with your market.
Meet with people at networking events or asking for introductions through friends and family.
You want to find prospective clients and then meet with them not to sell, but to ask them about their needs within the scope of what you are selling. Use them as learning platforms, ask if your solution would work for them or what more you should do, and how much they would pay.
Get this right and they will be your first clients.
If you google a request you will find numerous example sand approaches which will be helpful. My advice is, rather than a specific template, to start with the business rather than the template.
Determine the goal of the business as a whole, where it's market is on social media, and the resources available to manage social media channels. Have this in writing and it will be your frame work for implementing the template itself (which is, in effect, a series of tasks rather than a strategy).
Responsiveness: know what clients want, what clients needs and what your internal strengths and resources are. Use the latter to react to the former.
Pitching a BI solution to companies with no BI means you will usually have to "educate" them as to the needs and benefits of using BI. It seems obvious to you, but they have gotten along without it for this long.
Think of your prospects on three levels:
1 - The Client is the organizational client. As others have already stated do a bit more work to define the size, industry, revenue size and location of these corporates.
2 - The Buyer: this is the person in the company who will make the decision. With Enterprise you are selling to a group of people, identify the key driver and build a relationship with that person. Ask a lot of questions about the company's strategic goals and his/her own responsibilities internally.
3 - The End User: the buyer is usually utilizing your BI solution (or maintaining the relationship with your agency) for the benefit of their own internal client, the front office. Know who your buyer is serving.
Client - Law Firms
Buyer - Chief Knowledge Officer or Practice Administrator
End Client - Attorneys
It is a question of using your "gut" with guidance.
Data needs to be understood and applied within context anyway, that is where the human factor enters. So when your gut is giving you ideas, think of it as a new direction worth exploring.
One point of guidance should always be how a decision positively impacts your clients. Even where it is an internal business decision, look at your clients' needs and priorities and ensure your decision makes a positive difference. This is one way to complement data with "guided gut".
Think about what you are scheduling and how you manage interruptions.
People often schedule their work commitments and not personal ones. Whatever your idea of "break time" (a hobby, time with family or friends, workout, rest, etc): schedule that into your calendar as if it were a business meeting. Making it a regular time will help, for example every Tuesday and Thursday at the same time, etc.
Interruptions tend to be where most time ends up being lost, as they throw everything else off schedule.
It is ok to not pick up the telephone at that exact moment, or to not have an open door policy. Tell people to schedule their ten minutes to speak with you and when ten minutes are up, end the meeting. If they need more time they will learn to schedule more time.
Keep an external focus.
1) Instruct your team to network amongst their clients at least as much as (I would say even more than) they network amongst their peers.
2) Regularly ask your employees for new ways to describe what they do. Make them use new words and jargon every time, this will keep ideas fresh.
Adding to Shakirah's answer:
And to build your client demographics, start with the problem you are solving. What is the problem, who experiences it and why. That will start to dictate who your client is, and from there you can determine your client demographics.
Some detailed and well structured answers are below.
I want to highlight the "education" side which has been mentioned a couple of times.
B2B sales is always a decision by committee and takes quite some time. If you are always focused on education you are always providing value. Think about consequences of businesses not using your product or service and build risk mitigation talks/white papers/etc around that, for example.
In terms of positioning, answer three questions:
1) What problem does your market have?
2) What is a good solution to that problem?
3) Why are you best positioned to provide that solution?
And build your education content around these points.
Names and contact details are great assets, and cold-calling as you say can be effective.
Now diversify your efforts. Cold-calling is about sales, it is a direct fairly yes/no conversation.
At the same time use other channels to educate your audience. What is happening in your industry that can impact your clients? What are alternatives to their problems they may not have considered? What news should they be aware of?
Use content to engage in a different way and start on-going conversations, in addition to the yes/no ones.