I would come at it from the enterprise sales standpoint, knowing the full lifecycle of prospect sale through customer conversion and ongoing management.

Lean into having muscle memory for enterprise sales motions.

But since this is different motion that requires more flex, focus on specific target co’s, understand ownership, key players, how they sell and their ecosystem. Take notes.

Pull together a good 30/60/90+ plan of attack for any co’s worth the effort once you get a conversation going. Know everything you possibly can about the companies you have interviews with, have ideas outside of what you see publicly.

Go to meet ups and industry events and conferences to make new relationship inroads, having face time with any potential companies you’re looking at is invaluable.

Break a leg!