In this episode of Stronger Sales Teams, Ben takes a deep dive into the art of problem-solving in B2B sales management. Drawing from his experience in launching multiple sales programs across various organisations, he highlights the challenges of understanding and respecting customer boundaries. With years of industry knowledge, Ben shares a practical problem-solving framework that’s applicable to both straightforward and complex sales scenarios.

Key Takeaways:

• Develop a comprehensive understanding of sales problems by categorizing them into controllable and uncontrollable factors.
• While you can’t change uncontrollables, identify areas where you can still exert influence and devise strategies accordingly.
• Encourage team involvement in identifying solutions and executing strategic sales plans.
• Explore opportunities to convert challenges into growth and improvement projects for the sales team.
• Emphasize the connection between personal well-being and professional success to drive a motivated and effective sales team.

Time Stamps:

0:00 Intro

3:25 Problem Solving Framework

4:40 Looking At Triggers

5:44 Classifying the Triggers Into Controllable and Uncontrollable

7:02 Uncontrollable

13:10 Controllable

16:40 Road to Cairns

18:21 Outro

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