Building and maintaining strong relationships is key to success in sales. Through persistence and professional communication, the document's author was able to establish a series of meetings with stakeholders at a hospital where they previously had no business. By listening to their challenges and developing a solution that would reduce patient readmittance and increase revenue, the author generated an additional $28,000 in annual revenue for the hospital. The document advocates taking time to understand account objectives, following up consistently with stakeholders, and communicating in a way that cultivates trust, which leads to sustained sales growth over time.