What a company 'claims' to provide and what a Client feels is 'actually provided' is what leaves room for a good Salesperson.
A Professional Salesperson is there for the Client's needs.
All other Salespeople are there for their own needs.
It is a must, for a good Salesperson to also be a good troubleshooter. Having found a potential Client who has a problem, regardless of whether the potential Client is aware of it, is the only time a Sales cycle should start.
I think though, I'm taking your thread a bit off track.