Sales is about solving problems. The best sales people spend their time searching out problems and solving them.

Problems keep our customers from growing their business.
Problems keep us from closing the deal
Problems keep us from beating the competition
Problems cause the pipeline to get backed up
Problems create declines in revenue
Problems cause product deliveries dates to be missed
Problems create acrimony on the team
Problems keep processes from working the way they should
Problems keep us from making quota

Learn how to solve problems, it’s what selling is all about.