I agree with Joseph. I wanted to add: the main mistake start-ups are making is concentrating their efforts on too few nice leads. I mean there is nothing wrong in hoping but selling is the game of numbers.
I would say that if your target market is more than 100 companies you might need to figure out the sales math - how many leads you would need to have a one sale? Answer to that question could be valuable cornerstone for your sales strategy.
Example if you need 10 contracts per month then you need to figure out, how many proposals do you actually need, and then again - how many meetings or phone calls would you need. So finally you can come up with the number: how many leads would you need to to get your sales goal. After that you can set up a really simple action plan - every day I would need to do # calls/meeting/proposals to be on the safe side. Selling is the game of numbers - smart sales teams concentrate on hard work and smart work simultaneously.