I would look at a startup call Introhive. They have a unique approach to this issue based on personal connections. *Disclosure - I do not work for them but I have friends who do.
Marketing to large companies is a team sport. You cannot expect to just target the decision maker and convert them. You need to really understand how enterprises make purchase decisions and also that you have diverse groups of stakeholders, from the end users, to IT, to Finance to Purchasing to t...
The best thing to do to start any kind of sales or relationship building process with a Fortune 500 company is to recruit willing champions of you and your company. The good thing about Fortune 500 companies is that there are *lots* of people who you can potentially recruit. Many of them are ac...
The steps are the easy part. It's the execution. You can put together a great lead gen machine using content, cookies, and email marketing.