An area that is often overlooked by many salespeople is to mine their own current database of contacts / clients.
As in all companies, their business is constantly in flux. It is vital that you keep in touch with all your clients and contacts so that your name comes up when the need arises. If you don’t, someone will get in front of you.
Often these people are in the process of considering changes that may affect you. It is usually better to be part of the process at the beginning rather than not be part of the process at all.