How to approach a new sales prospect

We need to study prospects and be relevant when we reach out to them.

Steps to find an authentic common ground that gives traction to the relationship:

• Lean on customer relationship management (CRM). CRM technology helps to keep all your interactions with your prospects at your fingertips - the email you sent, notes from all your meetings, the pitch deck.
• Research your way into their world. If it's a publicly-traded company, read their investor reports.
• Find the channel that sticks. If the prospect doesn't answer the phone, try to connect on LinkedIn. Be as relevant as you can.