So you finally did it - you worked your way in to the company, convinced the gatekeeper, and won the business. You figured this in itself was a feat and it's time to relax - big mistake. If you think about how much effort it takes to win the business it would only make sense to maintain and grow it. When you won the business it means someone else may have worked hard in the past and recently lost it, and now they are on the outside looking in. The good news is you are on the inside looking out.
The next steps are more in your control than you realize in terms of keeping, growing, maintaining and even losing the business. What a great situation and now it is up to you to determine your fate. All you have to do is deliver on time, avoid quality problems, make the buyer look good and build a lasting sales relationship.
Usually people think that they can maintain the business for the life of the contract but if it is a multi-year deal you will have to keep the customer happy year over year. In many cases buyers don't like to be locked in because we get "buyer's remorse". This anxiety attack happens because the buyer is always thinking "did I make the right decision", "is there a better deal out there", and/or and "how will the savings target be met".
Your mission should you choose to accept is to make yourself an appendage so the customer can't live without you, and that is what becoming a great salesperson is all about.
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