Many salespeople strive to deliver new information to their customers, which can be easier said than done, writes David Brock. An important thing to remember is that not every insight has to be earth-shattering, Brock writes. "[I]nsight can be simple observations the customer may have been blind to, information they may not have been aware of, things we as 'outsiders' might observe that customers may have never known," he writes.

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