I used to sell hardware and software for all the brands like hp, cisco etc. I went from newbie to top performer within 3 months, this includes lead generation

I used to sell hardware and software for all the brands like hp, cisco etc. I went from newbie to top performer within 3 months, this includes lead generation and closing the sales, depending on the campaign. First it depends if you are getting a request by them or if you are cold calling, both have pros and cons. Cold calling is great if youre selling networking devices, you can specifically target hotels, campuses and such. One thing, generally, do not even try with government entities they have long standing contract and crazy regulations, theres no decisionmaker there , unlike in private companies. Rule number one: You must get the head of IT on a call, email will not work, and nobody else, you do not need the cfo , cto or such, the it dept head is your target. You have to get to him via secretary or other workers, you need to find out their numbers, you need to be creative, pretending you know him already "whats his name again?", then save to your crm and next time you call and ask for him by name. If he has no time to speak, ask for a convenient time, they are chatty if you know your tech. Now, the head of it has time and you have him on the phone, its showtime! Do not pitch your stuff, let him speak. Find out his infrastructure, software and such, and the contract renewal times. Ask how frequently they replace servers, ask them if they are happy with the hypervisor ware etc. We all know that hard and software always has some issues and inconveniences, find their pain points. Then find out when they could consider a change, contractual obligations. Now you pitch your product, offer a free trial, convince them how good support will be. And then you ask them if theynare interested for more info and total cost of overship/implementation when the time comes. Mention to them that its always a good idea to present 2 or more proposals to the cfo(this means youre doing the work for them, theybappreciate that, believe me, they must justify to cfo). Price does not matter, support and reliability and ease of integration and use is all. And them schedule a call when the time comes, follow up with an email, dont bombard them with spam.