Let’s have an uncomfortable conversation.

Your fancy sales methodology? Your killer pitch deck? Your rehearsed objection handling?

Might be completely irrelevant.

Because by the time most buyers reach out to you, they’ve already:

  • Stalked your LinkedIn profile (yep, they saw that questionable post from 2019)
  • Read every review on Gartner, G2, Capterra, and probably sites you’ve never heard of
  • Watched your demo videos at 2x speed while eating lunch
  • Compared your pricing to competitors in a spreadsheet they won’t share with you
  • Had 17 internal meetings about whether they need your solution

So what exactly are you bringing to the table that Google or ChatGPT couldn’t tell them?

The Truth About Your “Value”

Value: “I educate prospects about our product features.”
Buddy, your prospects have already watched your CPO explain those features on YouTube.

Value: “I build relationships!”
Cool. But enterprise buyers don’t want a new friend. They want someone who won’t waste their time.

The Reps Who Are Actually Thriving

The salespeople crushing their numbers right now aren’t ignoring this reality. They’re leveraging it.

Instead of rehashing what buyers already know, they’re:

  1. Challenging assumptions: “Actually, most companies implement this backward. Here’s why…”
  2. Providing implementation intelligence: “Here’s what Company X wished they knew before they deployed…”
  3. Navigating internal politics: “Based on your org structure, here’s how successful customers got this approved…”

The One-Sentence Test

So here’s my question to you:

What unique value do you bring that a buyer can’t get from your website, review sites, or ChatGPT?

If you can’t answer that in one clear sentence, you’re in trouble.

Because being a walking brochure isn’t a career. It’s a temporary job before automation makes you redundant.

My Own Answer

Want to know mine?

I bring more than 15 years of leadership experience and the courage to challenge conventional thinking, so you avoid the costly mistakes that come from chasing noise instead of authentic demand.

That’s my value. I’ve seen hundreds of onboardings, migrations and implementations go right (and wrong). I’ve worked with customers across more than two dozen industries. I’ve firsthand experience with both successful and failed cross-functional and cross-cultural initiatives. I’ve a strong BS radar and don’t shy away to communicate what I think, ensuring those who ask receive practical answers. Customers and teams seek my advice years after our initial collaborations because I prioritize genuine needs. And yes, I know exactly where the landmines are buried.

No AI chatbot has that knowledge. No website lists those experiences. No peer community openly discusses their biggest blunders.

Your Turn

So what’s your answer? What makes you necessary in a world where information is free and plentiful?

Because if you can’t articulate why a buyer needs YOU specifically, then you’re just hoping they don’t figure out they can complete the journey without you.