Customers value sales people for their expertise. They want sales people to bring ideas, to help solve their problems, to help them improve and do better.
It used to be, the expertise customers valued was sales’ knowledge about their products and solutions. Sales people would present information about their products and how they could help the customer. Software that helped provide more timely information for decision-making. Manufacturing systems to improve quality, productivity, and reduce costs, components that provided the customer products performance capabilities or functions needed by their customers.
Customers wanted to learn about new products and solutions. The primary source of information about new products and solutions was the sales person. They wanted to learn how the products sales people sold could help them.
Much of sales success at the time was based on the knowledge and expertise they had...