When I first got on LinkedIn in July of 2003 (60 days after it launched) I just about fell out of my chair because I realized that LinkedIn is the world’s largest, real-time, current and accurate Rolodex. Great salespeople have always understood that after mastering your product knowledge, learning good questioning, listening, and closing skills, your long term success will always come down to your ability to create, nurture, and deepen business relationships which leads to endless referrals.