Great share of this Sales deck, thanks! Andy Raskin I have a note on my desk, “What problem do you solve?” to help me focus. Too often sales people will jump into their products’ features & benefits without getting to really understand what problem their prospect has. Sometimes they’re not aware of the REAL problem until it comes up after asking them pertinent questions and letting them talk. It’s better for them to discover that they do have a problem than for us to tell them. They would deny it. But if they found it themselves (with a little help from us), they can own it.