Bill Caskey was reading an excellent book by Tim Sanders called, Love is the Killer App. In it he talks about the value that you bring people, personally and professionally.
For so long we’ve been talking about “communicating value.” Caskey still believes that in professional sales it is the “difference maker” between the elite sellers and the amateurs.
In “Love,” Sanders says that knowledge is value. This ties in perfectly with our belief that to be a high achieving sales professional you have to be a “go-to resource” for your prospect community. You can’t just be a hand looking for an order all the time (even though monthly and quarterly quotas dictate that behavior).