Keep close contact with the customer, especially when they are in a comparison mode (evaluating solutions from multiple vendors).
If you are asked to deliver a proposal or presentation, the odds are high that the customer is asking other vendors as well. Talk to your sponsor ahead of time to see if anything has changed.
Immediately after a presentation, schedule another appointment with your sponsor so you don’t get shut out of the picture just when your competitors are making an appearance.
It’s becoming harder and harder to differentiate yourself based on what you sell because products and services are becoming increasingly alike.
Today’s most successful salespeople and organizations know they need to stand out based on how they sell.