Whenever I ask salespeople in my seminars what they believe to be Job 1 in successful selling, the typical response is “to hit my target/quota” or “to achieve my budget”. While I agree that in order for businesses to survive let alone prosper, certain revenue goals must be met, my belief is that this imperative is actually Job 2.

Customers are equipped with an inner signal and a green light goes off when they feel they’re being treated with respect and concern. A red light blinks with the specter of indifference. Green: customers return; red: customers leave. So, Why are customers worth so much?

Being connected while mobile is a given for professionals. Staying in touch with Head Office (or Home Office), having access to vital customer data and sales numbers and marketing material, is the lifeblood of business. The question is how to do this in the most efficient and comprehensive way.