Picture this: after months (or maybe years) of grinding, strategizing, and crushing it with your key account, you’ve officially landed in Preferred Position. This is the sales sweet spot—a coveted spot where your customer sees you as the gold standard. You’re the benchmark. The MVP. The one competitors are constantly trying to measure up to.

First of all, congrats. That’s huge.

But now comes the big question: how do you stay there?

Because here’s the thing: sales is a journey, not a destination. Hitting Preferred Position doesn’t mean you hit cruise control and coast. It means doubling down to maintain that top spot.

If you’re wondering how to keep yourself at the top of your customer’s list, here are three game-changing tips to stay locked into that Preferred Position.

1. Stay Tuned In

Pro tip: What worked yesterday won’t work tomorrow.

Your customer’s business isn’t static—it’s always shifting. Challenges evolve. Priorities change. And if you’re not paying attention, you risk falling out of sync. The best way to avoid this? Stay hyper-aware.

Ask yourself:

• What new challenges is my customer facing?
• How has their market shifted?
• How can I bring fresh, valuable insights that help solve their problems?

The goal? Be the person who doesn’t just understand their business today, but can also help them navigate the future.

2. Expand Your Network

Here’s a hard truth: even if your primary contact loves you, they aren’t the only one calling the shots. To truly solidify your position, you need to build relationships across the client organization.

Why?

When more people see your value, the more indispensable you become. Not only does this strengthen your credibility, but it also creates a win-win:

• Your initial contact looks good for introducing you to their team.
• You gain more business and expand your influence.

Here’s how to do it:

• Talk to your primary contact about where else you could bring value in their company.
• Deliver results that make it easy for them to refer you internally.

Pro tip: People love helping others. If you’re making them look like a rockstar, they’ll happily open doors for you.

3. Never Stop Courting

Here’s the deal: nobody likes feeling taken for granted. And just like in any relationship, your customer needs to feel valued—every single day.

How do you do that?

• Keep showing up with fresh ideas and solutions.
• Be proactive about their needs.
• Celebrate wins and show genuine appreciation for their partnership.

When your customers feel like they’re your priority, you’re feeding and energizing the relationship. And that keeps it alive and thriving.

The Bottom Line

Achieving Preferred Position is a massive win—but staying there? That’s where the real work begins. Think of it like hitting your fitness goal. You don’t stop working out once you’re in shape, right? Same goes for sales.

So keep your edge:

• Stay tuned in to your customer’s evolving world.
• Network across their organization to expand your impact.
• Never stop courting your customer and making them feel like the VIP they are.

Because when you nurture those relationships, you’re not just staying in Preferred Position—you’re setting yourself up for long-term success.

Now go out there and show your customers why they picked you in the first place.