When I first got into sales, a common refrain was that a salesperson is only as valuable as the names in their Rolodex (here's a picture of a Rolodex for those readers under age 40). As the world entered the information age, the conversation quickly transformed to the importance of a company's database. Despite the number of people who talk about the importance of their database, I've learned (and have to admit that until a few years ago was guilty of this) that most of the conversation is...
