Every day a new miraculous technology arises from the primordialooze that is innovation. The latest tablet device arrives withgreat fanfare. Apple upgrades its “i” whatever. A novel platformenables us to connect to friends, colleagues and prospects in wayswe never knew we needed – or wanted, for that matter. All of thiscan make it fun to be first on your block with the newest toy.

However, being first is rarely necessarily and not always a goodidea. What matters is not having the latest technology, but ratherhaving the right technology. Even more important, and too oftenforgotten, is remembering that technology is merely a means to anend, not an end in itself.

As the “Trailblazed Sales Project Study” and years ofobservation make clear, successful sales producers managetechnology as they do other resources: with an eye toward utility,effectiveness and cost. They may buy the latest thingamajig fortheir personal enjoyment, but when it comes to technology for theirbusiness they’re all business.