We see versions of these words in different contexts. If you’ve ever been a journalist, these are the fundamental issues the journalist must address in any story. If you are a Simon Sinek fan, by now you have internalized his principles of “Start with why.”
We don’t talk much about these principles in selling or as managers in leading our people/organizations.
In looking at sales and engaging our customers, we spend an inordinate amount of time talking about the What and How. We are inundated with training, content, articles, books on “You have to prospect, You have to build your pipeline, You have to follow the process, ……..”
