They used leverage. I want you to leverage your brain and contact power. I guarantee that someone here or someone in your network knows someone or something at the prospect's company you are trying to sell or get into. Ask around, use the Web, call the prospect's sales department. If you don't know you are going to get the business, you are not going to get the business.
Customers like to buy from people who believe in their product and are willing to ask for the order.
People sense when you have their best interest at heart. Make yourself a valuable member of your clients team by consistently putting your clients interest first, and recommending valuable solutions. Use the contact management database. It's your best friend and it never forgets what you committed to do or when your supposed to do it. Practice your pitch.