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My core field is IT, so you might see that influence in my answer. I have consciously tried my level best to minimize IT and be more Sales Centric ahead.
To answer your query, you need to have a clear defined strategy based on the geography, Customer needs & expectations, Respective Technology, Sales execution, credit, delivery & post sales. Once you have this clearly defined, you are ready to go to market. I would suggest you to biforcate the customer based on industry & geography, so that you can focus your energy specifically.
Now comes the reality, each industry has its own functional & technology demands and has its own unique language of addressing. You need to cultivate yourself that functional expertise to speak that language. In any Enterprise, there will be evolving decision makers and influencers whose support you need all through your Sales & Support Cycle. Target people in generic will be the CFO's & Respective Department Heads. Have individual meeting with them and understand the general budget of the company for the calendar year for the respective business sector. Here you will get clear idea how much business volume to expect. Once this is done, collate their pain points, companys vision (recommended upto3 years from now), Budget constraints and put forward your sales pitch. If all the above are done with dudeligence, you will have your sale for sure.
Remember the thumb rule for any Sales person, Rome was not built in a day!! Hope I gave some insight into your query.
Thanks and best regards,
Saravanan
