In this episode of The Modern SaaS Podcast, Aman Singh, founder of The Curious Consultant explains how problem defining and problem solving are two different facets of sales and customer success. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 01:16 - The story behind 'The Curious Consultant' 04:10 - The taboo behind talking about failures 07:27 - The hypothesis of inefficient meetings 08:40 - Failing your way to success 11:33 - The need to be vulnerable 16:10 - 80% of your sales is won and lost in discovery calls 16:26 - Lead with fear 18:42 - Why extreme ownership is important for sales 19:17 - Problem defining 25:23 - Problem defining vs problem solving 29:34 - How to know you've moved from symptoms to disease 32:04 - Understanding introversion vs extroversion 38:58 - Gender biases in sales 44:30 - Selling to different geos 49:04 - Do not use presentations, have conversations 52:35 - Closing notes