Clearly, if you sell something that is short term, quick fix Focused, then it is all about This Deal. However, if you are planning on being in for the same company that relies on Repeat Business or Referrals, Deal may not be as Important as considering where you want to go with your Company in the long Run.
The Reality is that Smart Companies are always playing “One Step Ahead.” It does not mean that each Deal is not Important, but it does mean you have to Think Ahead. If you don’t, then you are likely not considering that Time Span.
Think: Relationship – Customer Success – Revenue. They ALL go together!