The Real Value Behind Value-Add Programs
Acquiring and holding onto clients is not an easy task. Traditionally, sales reps in particular offer gifts, meals, and entertainment—and those gestures do build surface-level goodwill. The problem is, this approach does not necessarily create a long-lasting relationship. Professional speaker, and business consultant Dana Klein sits down with Rob and explains why the sales community must shift away from superficial, transactional gestures to offering something more substantial—true, personalized value that resonates with the client. That’s where a new form of value-added support comes in, and with it, deeper connections that are more ethical and sustainable in the long run!