Hire an intern to do some research to find out the top 500 companies located in your area (i.e. 100 mile radius, within four hour drive, within salesmens’ locations, you choose the parameters). These are easier to reach (lower freight), easier to service (quick reaction time). Given their size, they will be more likely to have the financial resources to pay your invoices on a regular basis, have a greater need for outside qualified vendors and are more professional to sell to and satisfy. Hiring the intern (college business or marketing student) will ensure the research gets done and is not delayed so your sales efforts can begin more quickly on real qualified nearby customers.