To convert any prospect requires three essential elements. The customer needs a compelling reason to act (CRA), the vendor needs to be able to demonstrate unique business value (UBV), and to execute on the opportunity you need access to power (P). That method needs to be supported by business development skills that recognise that developing influence with an individual and organisation revolves around building trust in context.
Industrial business development is a skill that is acquired through learning and experience. The people that work inside prequel have billions of dollars of technology sales behind them across a wide range of industries and applications.