When working in a small business, pain points left unsolved have the potential to halt operations altogether. If your customer is a small business, you need to ask questions that address the many tasks a small team has to complete as opposed to a corporation with more hands on deck. Small business p...

Financial pain points are areas where prospective customers are spending too much money with their current providers or products and want to cut back on their spending. Put simply, financial pain points are time problems customers face that involves money. Here are some examples of financial point p...

What company doesn’t need to acquire more or better business? However, this end goal is easier to set than to achieve. Many businesses may understand — or think they understand — what’s holding their marketing and positioning efforts back. Here are some examples of what you might hear from prospects...

It's the job of managers to remove roadblocks for the team so that things get done, productivity remains high, and profit benefits. That said, it's easy to get stuck in the weeds of the business and fall victim to inefficiencies that waste major time. Here are some examples of productivity pain poin...

With people problems come operational problems (or maybe the other way around). Your prospects know that the best way to achieve repeatable success is by implementing repeatable processes. The question then is, “how?” They may be facing hurdles such as:“Our hiring process is unwieldy, and we struggl...

People are at the heart of every business, often constituting both the greatest expense and largest asset. If there are people problems such as the following, it can cause problems in other areas of the business:"Employee morale is low.""We lose our best employees to higher-paying positions elsewher...