"At Aetna, I would always look to research the financials and employee demographics of any prospective customer to understand how our insurance products could be the best benefit to them. Then, I would ask around to see who the decision-maker is so that I'm trying to get in front of the right person. When I would call, I'd be able to present a data set that makes it hard to refuse a meeting with me!"

"In my current role, I utilize all of the Salesforce tools to keep good notes about all of my prospective clients. I remember things about them that seem small but give me an edge. I do much more listening than talking to understand their pain points and then put solutions together that specifically address their needs, not what I think they need."

Gone are the days of calling around and fishing for information. You can find most of what you need online. You need to be prepared for your sales pitches so the door doesn't slam in your face. Make sure to discuss the ways you have brought value-added propositions to your sales tactics in the past.