I've figured out about 50% of the stuff in this post already (hard won), but if anyone's starting out this content pretty much sums up the majority of B2B and B2E sales steps.
I'd add that with some of the higher value sells send them content or news articles which might be useful to them as an ice breaker. Establishing a genuine rapport is always a nice plus, especially if it shows that you understand their pain points.
Also if you have a prospect in mind ping them about something they've posted then wait a week or two before you pitch them with your proposition. Helps make it feel less like a one way transaction.