"When I worked for Acme Company, I nurtured a 2M deal with a manufacturing prospect for three months. The automation software that I was selling had only been in the business for two years, but it had great promise. Our founders worked for our main competitor, XYZ, for years so that we could present solutions to known issues with their software. However, the client still chose to renew their contract with XYZ because of their long history. It was heartbreaking to lose a deal that large, but that experience taught me that it's important to build trust not only during the pitching and closing stages but, more importantly, after the sale has closed. Sales can take form in customer support and relationship building."
