These days it is extremely difficult for sales companies or even sales individuals to survive, it is also near impossible for either to prosper unless they can add value to a customer. Industries have dramatically changed over the last few years and many sales organizations have just rested on their laurels. Customers have become far more discerning, margins have diminished the competition have got better. Many sales organizations are now starting to understand that their mindset must change. Success now depends on their ability to create real value for their customers. Regular contact is absolutely essential, business must be earned not taken for granted.