Value add is a term tossed around so much it’s become meaningless and tiresome. People use it in the hope it will excuse them from the cognitive challenge of deeper thinking and problem solving. [...]
The single fastest way to make more rural sales is to develop the business and clients you already have. Use this comprehensive Client Development Cheat Sheet to walk you through how you do it right.
You will be cross-selling and in share of wallet world before you know it!