The quote emphasizes the essential role of salespeople in creating value for customers. It suggests that the presence of a skilled salesperson should lead to new opportunities and improvements that clients didn't have access to prior. This highlights the transformative impact that effective sales strategies can have on business transactions.

In the context of Chris Murray's book "Selling with EASE," the focus on delivering value aligns with the four-step sales cycle he outlines. This approach underscores the importance of understanding customer needs and using those insights to provide solutions that enhance the buyer's experience and satisfaction.