I have and have one set of advice.
Call people back, fast, two hours used to be the standard, now it is less, be positive, smile, take time to open doors and greet everyone when you enter their property, know the maint man as well as the CEO, spend your time with the folks on bottom too. Owners and CEOs can go on their own damn hunting and fishing trips, if you are doing it right they invite you. Decision makers really like to see you take care and respect their folks. Relationships...see above, do what you say, faster, better, more accurately than anyone else....never mess up, if you do, own up to it. Solid relationships are not formed by bull shite or being a smooth talker, that means jack shite.
Oh and Don't take vacation, I have 80% market penetration and still pick up business hand over fist in July and August.
Ask tons of questions, show interest in the minutia of your customers business, learn their business, learn their challenges...but don't assume that everyone has the same triggers. Ask them, they will tell you.
This post was edited on 8/30 at 7:41 am