@GreenWeaver -I remember when I worked as an Account Executive for a staffing firm; we always made our sales calls early in the morning so that we could go to our appointments in the afternoons.
Since we were a large company serving a lot of divisions we were able to cross sell our services to other managers in a company that already did business with one of our divisions. These warm calls were easy to make because if a company is already doing business with a department or division of our company we already had some credibility with the company and it is easier to sell to them.
I also focused on new accounts by cold calling. We would sometimes get lists of companies from our boss, but sometimes I would find companies on my own and would call on them. I think that you really have to be creative in order to develop your sales and a certain percentage of your business should come from new customers.