the world class sales professional, always starts from the need of the customer, and this requires from you:
1- be prepared and understand the customer business very well and his position in the market through people and internet
2- define the right persons to go to
3- understand the purchasing cycle and stage
4- be skillful how to ask right questions and use right conversation to let your customer to express explicit need
5- get the commitment
6- build a credibility more
7- have a coach to help you once you got stock somewhere.
anyhow, all of these steps are an art of Selling Skills set by Miller Heiman Group, where I am working as Sales consultant .. Best Regards