Another key element is using a solid framework (pick a methodology that fits your situation) for high-gain conversations with prospects to elicit their needs and to link your solutions in meaningful ways.  

Also important are elements like pre-call planning, lead-nurturing, compelling proposal creation, Ferocious Follow-up - the list is too long to discuss in one post.

One inescapable success factor is activity.  A wise sales mentor once told me that activity yields opportunity which yields results.  Sometimes hearing that sales is a “numbers game” is a turn off.  It makes the sales process seem cheesy or pushy in some way.  But the fact that you need to produce quantity as well as target quality is not a contradiction.  It takes both. You can have the best targets in the world, but unless you are acting on them daily, all you have is a glorified list.  Go ahead – put up some numbers today!

One of their more interesting points is that post Great Recession, the people you sell to don’t have the decision-making power they once had.  It’s dangerous for your sales if you don’t realize that.  What’s worse is, sometimes even they don’t know it.  “A decision that once required director-level approval now goes to the CFO.  Previous CFO-level decisions go to the CEO or board.”  

Not talking to C-level executives?  You’re going to need to change your approach.