Make It Happen Mondays - B2B Sales Talk with John Barrows

Becc Holland: Discovering the Difference Between Pain, Problem and Impact

Feb 12, 2024

Becc Holland and John Barrows discuss the importance of discovery in sales, focusing on distinguishing pain, problem, and impact. They emphasize data-driven decisions, building customer relationships, and the value of strategic questioning. The podcast explores personal growth, effective problem diagnosis, due diligence in startup leadership, and uncovering client pain points for successful sales engagements.

53:33

Creator website

Episode guests

John Barrows

Becc Holland

AI Summary

AI Chapters

Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Accurate diagnosis of sales issues builds trust and enables tailored solutions for clients.

Deep discovery trumps quick fixes, leading to long-term client satisfaction and sales success.

Asking targeted questions uncovers hidden problems and allows for precise solutions, bridging the gap between client needs and effective sales strategies.

Deep dives

Understanding the Importance of Deep Discovery in Sales

Deep understanding of the root causes in sales is crucial for success. Successful sales hinge on diagnosing issues accurately to provide tailored solutions. This approach goes beyond surface-level problems and helps build trust through meaningful interactions.

Introduction

2min

Navigating Adversity and Embracing Personal Growth in Business

12min

Discussion on Effective Problem Diagnosis and Sales Parallels

3min

Insightful Approach to Problem Diagnosis in Sales

5min

Exploring Due Diligence in Marketing and Sales Leadership for Startup Success

2min

Uncovering Client Pain Points for Effective Sales Engagements

24min

Mastering the Art of Discovery in Sales

5min

John Barrows is joined by Becc Holland, CEO and founder of Flip the Script. John and Becc have known each other for year and been "competitors" in that they both have focused on prospecting training for the majority of their careers. In working with her colleague Keenan at GAP selling, Becc has a new focus on the importance of Discovery and has spent the past few years diving deep into understanding the true differences between pain, problem and impact and how to truly diagnose them throughout the sales process. They also dive deep into sales methodologies, data-driven decision-making, and the importance of building lasting customer relationships.

Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: bit.ly/JBMembership

Visit the HubSpot Website: https://www.hubspot.com/

Connect with Becc on LinkedIn: https://www.linkedin.com/in/beccholland-flipthescript/