If you want to be successful as a salesperson or in any client facing role, know your business!

Immerse yourself in the business so you truly understand what matter, the issues and trends. You should know what your prospects do as well as they do or how can you possibly have a meaningful conversation? 

Regardless of all the slick sales tools that bring someone to your front door, you better know what to say when they show up. Otherwise, you are just another rote sales head sending generic emails that have little impact.