FACT: On average, 5.4 people are involved in a B2B buying decision, according to research firm Gartner.

1. Use an online subscription tool to find executive email addresses at different companies. This will speed up your search process significantly.

2. When you make a phone call to a prospective client, try the “lost lamb” approach. Say to the person who picks up, ‘I’m a little lost. I was wondering if you could help me.’ Most people naturally want to help, so you might get to the person you’re looking for quickly.

3. Research companies on social platforms like LinkedIn and see if your contacts can make an introduction. Absent of connections, you can send short InMails to buyers. Avoid standard greetings and personalize notes as much as possible.

Another idea: Send self-promos, especially ones that make a call to action. For example, sending one slipper or one glove can pique a prospect’s interest and entice them to contact you. If all else fails, just ask. Say to a gatekeeper that you’d like to send a product sample to whoever is in charge of buying.