Plan your engagement strategy with the end game in mind. As you work with each customer, always keep your Plan for the account in mind. For some accounts your plan may be to just “sell the next deal” and, at many companies, that might be enough. The problem with this approach is that if you go about selling in a thoughtless, unplanned way, your customers will quickly figure out that there is no professional depth to your selling game.
For certain sales people at certain companies, success is about building strategic relationships with customers and helping customers achieve their goals. This means focusing with the end game in mind. It doesn’t need to happen every time, but it should be your focus for accounts having what you believe can represent huge long-term potential.