I tell you what I would do if new (and I did): You really shine, way more than any "oldie", by getting to know your product in detail. In detail (oldies rarely bother). Then observe. Observe. Observe. Look around their office (if they have one). SEE everything. Combine the dots, identify their hobby, children, ... Read what they published, if anything, etc.
Then use both strings of information/knowledge to introduce yourself with sth THEY like, THEY need to know. Based on your observations. You almost instantly strike a friend if it works. And if you did your "homework" it works mostly. Exception: some people are immune to "humanizing" the sales meeting, or they just may not "like" you, or... But those are few. Mostly it works.
It's sounds like a stalker but it makes sense, I just read a customer's article at LinkedIn and when I was in a meeting with him I started to talk about his post and we had a great conversation about some points and after that we're get along with each other, so today it's common for to receive a call to validate current and future jobs.
I think the most important it's to understand the customer business, because let's say you're providing a solution A to customer A but the project is being very hard to start because they need to solve a specific problem and you, like a hero, have a good relationship with a customer B that is able to solve easily the problem and you invite both customers(A and B) for a lunch business... and what is the advantage here? you're in the middle of WIN-WIN relationship between them, acting as a trust advisor. I make sure your future projects with both companies will be very, very fruitful.