--- title: You Are Your Dream Client’s Second Brain | The Sales Blog description: If there is information parity between you and your dream client, then what you know is unnecessary. What you know is redundant; it’s superfluous. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_298295069.jpg --- ### [Now booking SKO meetings for 2026/27! 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What you know is redundant; it’s superfluous. Your dream client wants to work with someone who knows more than they do in that person’s area of expertise. They need someone who has the knowledge they are missing so that they can fill in the gaps. Your prospective clients want to work with someone with [subject matter expertise](https://www.thesalesblog.com/blog/how-to-end-your-dependence-on-a-subject-matter-expert) in their domain, as well as the situational knowledge that comes from spending time helping people with problems, challenges, and opportunities like theirs. The dream clients you call on could learn more about your area of expertise if they wanted to. But they don’t because they believe you are supposed to be doing this on their behalf. If you aren’t reading newspapers, magazines, and journals (on or offline) to keep pace with the changes in all the things that might affect your dream client’s business, you aren’t going to be invaluable. Showing up without a point of view about your client’s greatest risks and threats and the real dangers they are facing makes you [irrelevant](https://www.thesalesblog.com/blog/irrelevance-avoidance-training-or-how-to-avoid-being-irrelevant). If you don’t have a irrelevanireel on the opportunities available to them, then you lack the ability to consult with them on what is possible. If you can’t provide information, experience, ideas, and recommendations, then you literally can’t be an advisor. [You are the value proposition](https://www.thesalesblog.com/blog/you-are-the-unique-value-proposition). If you aren’t a second brain for your dream client to count on to think through things in the areas you serve them, you are [subtracting value](https://www.thesalesblog.com/blog/solving-the-wrong-problem-and-subtracting-value) from the relationship. Not knowing what your dream client needs to know means they have to either work to learn more themselves or work with someone who already knows more than enough to help. Your product isn’t enough. Your solution isn’t enough. Without you as a second brain, your value proposition isn’t enough. Get you some [chops](https://www.thesalesblog.com/blog/chops-how-to-get-some).   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on October 19, 2016 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-20T9:56:45 AM", "datePublished" : "2016-10-19 21:05:45", "description" : "If there is information parity between you and your dream client, then what you know is unnecessary. 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