I overheard this compliment given by someone I deeply respect recently, so was curious what he meant by it.

He answered with five attributes:

  1. Good follow-up
  2. Value-added
  3. Prompt
  4. Professional
  5. Persistent

Not a bad blueprint. Note as well that “persistent” is often referenced as a negative with salespeople, but combined with the four attributes above, it’s acceptable and appreciated.