You research your prospective clients before you call them. You research them before you actually make a sales call, too (right?). You try to learn as much as you can about them so you’re prepared …
I love one of these tips in particular: "Selling the Fact That You Are a Value Creator – Your digital surrogate needs to point to information and ideas that show you have that knowledge and that you know how to find good ideas."
See on thesalesblog.com