Yes, exactly.
Let me explain what I do:
1. I browse the internet or other sources and try to find companies from whom I think they need our service.
2. Then I send them an E-Mail.
3. Normally they do NOT reply 555
4. Than someone (YOU!) have to do the so called "follow up". Means call them, ask if they received my Email.
If yes, ask if they are interested and / or ask if you can talk to the person in charge of the Logistics department
If no, ask for the person in charge of the Logistics department.
Talk to that person and send them our company presentation OR
Talk to that person and make an appointment for me (According to my calendar)