--- title: Spend Time Seeking Opportunities than solving problems | The Sales Blog description: File this under “staying out of operations.” As a professional business-to-business salesperson, you are going to receive and take calls from your clients when they need help. You sold the outcome, and when those outcomes are difficult to obtain, you are going to get the call, plain and simple. You brought the idea, it’s stuck, […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_41028559-copy.jpg --- ### [Now booking SKO meetings for 2026/27! 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You sold the outcome, and when those outcomes are difficult to obtain, you are going to get the call, plain and simple. You brought the idea, it’s stuck, and both your client and your team need your [resourcefulness](https://www.thesalesblog.com/blog/why-you-must-challenge-your-people-and-effectively-confront-reality) and your [leadership](https://www.thesalesblog.com/blog/you-dont-learn-to-lead-without-making-mistakes). Fine; be the strategic orchestrator. Don’t get mired in problems. #### The opportunity business You sold an [outcome](https://www.thesalesblog.com/blog/4-ways-salespeople-can-better-manage-outcomes-and-achieve-results-for-their-clients) that was likely based on your team solving some of your client’s business problems. You told your client that you would be [standing by their side](https://www.thesalesblog.com/blog/the-foxhole-test) when the bullets started flying and you have to keep that promise. But your role is in leading the team. You own the outcomes, not the transactions. To own the outcomes, it is critical that you have the leadership skills necessary to manage your own team, and probably some part of your client’s team. It also requires that you have sold inside your own organization so you can lean on those above you for the resources to get things done on your client’s behalf. All of this is important because the role of the business-to-business salesperson is complex and complicated. You have to be able to manage existing client problems while also recognizing that you are in the opportunity business. #### Balance, but not in all things You are going to spend time helping ensure you deliver on your promises. But the bulk of your time needs to be spent creating and pursuing opportunities. You won’t get repeat client opportunities if you can’t be counted on to help them by keeping the promises you already made. But you won’t get new opportunities if you aren’t spending the biggest bulk of your time creating opportunities by [prospecting](https://www.thesalesblog.com/blog/a-full-pipeline-inoculates-you-against-most-sales-problems) and [nurturing](https://www.thesalesblog.com/blog/the-nurture-toolkit) your dream clients. You also won’t create or win new opportunities if you don’t spend more of your time in face-to-face client meetings. It’s not easy to maintain a focus on and find a deliberate balance in solving problems and pursuing opportunities, and I won’t pretend for a minute that it is. Succeeding in sales requires that you find a balance and that it is unequally apportioned to the pursuing opportunities side. #### Five tips for focusing on opportunities First, remember that you own the outcomes that you sold your clients, not the individual transactions. You hold the meetings. You move the resources. You follow up on the agreed upon actions. You don’t do the operational tasks that solve the problem. Two, [wire the inside of your own organization](https://www.thesalesblog.com/blog/building-support-by-selling-inside) to own the outcomes. Sell your managers ahead of time and get them on the team. Make certain that they understand that you are happy to own the outcomes, but that you are going to count on them to provide the resources to succeed for your clients. Third, wire the inside of your organization more. Take everyone on your team to lunch. Bring coffee and donuts. Give the operational people a killer [handoff](https://www.thesalesblog.com/blog/the-handoff-making-certain-operations-succeeds), and do everything you can to make their difficult jobs easier. Don’t be the arrogant, condescending salesperson that believes and behaves [as if their work is somehow better](https://www.thesalesblog.com/blog/sales-is-the-engine) or more important. Fourth, [communicate with your client](https://www.thesalesblog.com/blog/if-your-client-doesnt-know-what-youre-doing-you-arent-doing-anything). Don’t let them believe that you are going to own the transactions. Instead, tell them what you are doing. Tell them what the outcome will be and when they can expect that outcome. Let them know that even if you are out of site, that you are working to keep things in motion. And, follow up way more than you believe is necessary. Finally, don’t let the problems you have prevent you from creating and pursuing new opportunities. It’s easy to allow problems to consume you and to sit idly by while your team goes to work on solving your client’s problem. When you have done what you need to do regarding your client’s problems, trust your team, and focus your time and attention on creating and pursuing new opportunities. Spend the bulk of your time on creating and pursuing opportunities, not working on problems. Your greatest value to your organization is your ability to sell. #### Questions Do you spend the majority of your time working on existing client problems or operational tasks or on opportunities? How do you own the outcomes you sold your clients, without owning the transactions that make up that outcome? What do you need to do in advance of solving problems that allow you to be the strategic orchestrator and not a member of the orchestra itself? How do you ensure your client is confident that you are doing what is necessary to help them when you aren’t visible to them? 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He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-10T6:48:30 AM", "datePublished" : "2011-12-24 23:02:57", "description" : "File this under “staying out of operations.” As a professional business-to-business salesperson, you are going to receive and take calls from your clients when they need help. 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