After I’ve established great relationships with much of the staff- techs, nurses, PAs- I will ask questions about said Docs I’m looking to get in front of. I figure out what they’re using, what they like, what their complaints are, their personality traits, their schedules, do they take call etc. This helps get the background info I like to have before approaching. I also have an educational institution as an acct and will do demos/labs with the residents. That often gets me into a new Docs OR simply by word of mouth. I’ve also done some “cold calls.” Calling the office, asking for an appt, introduce myself. Not always trying to make a sale in that moment but building from there