Expand Your Comfort Zone To Develop Existing Accounts And Land New Ones

My example: As a 29-year-old sales rep and working for a F500 tech company, I was invited by an industry association to meet with its members. Rather than discussing features and benefits of my product line, I chose to present a strong business acumen that spoke to how CEOs in the audience could improve the typical KPIs for their industry by implementing solutions that leverage my category of products and services.  Within a week of my presentation the president of a company, [whose VP level executives had never responded to my approaches in the past,] invited me to discuss how I could specifically help his business. He signed a long-term contract and we delivered on our promise.