Personalization needs to be personal, not a robotic representation of attributes that everyone can immediately see through.

Find something impactful to them - a problem they publicly stated on LinkedIn, a relevant business fact from a 10K, 

Sports, schools and other surface level mentions are great as an add on to value, but if you're leading with those, it usually means you've got nothing else.

Multiple paths to your goal are a requirement to reaching it. Know your win rates, be realistic early and often, and plan accordingly.

Here's some math you can apply as a leader or a rep:

• Goal for Quarter = X

• Win Rate (%) = Y

Minimum Pipeline Target = X / Y

• Sales cycle in months = Z

Impact Timeline = 1 Month before EoQ - Z

1 Month is for added padding as you improve forecasting skills.

If your Minimum Pipeline Target is not met by your Impact Timeline date, sprint now, not with 2 days left in the quarter.