The what is easy. The how is hard.
Stop telling your team WHAT to do.
Stop telling your prospects WHAT you do.
The big shift that needs to happen in sales and leadership, is this.
You can't just tell your team - Close more deals!
How? How are they supposed to do that.
You can't just tell your prospects - We are going to double your pipeline.
How? How are you ACTUALLY going to do that?
Also I'm not just talking about surface-level how's like this.
Make more dials - Maybe that is how, but you need to another layer deeper. How are they supposed to make more dials?
Run Better Discovery - Ok, but again... how? How should they run better discovery?
What has been preventing them up until this point from doing it, what's going to change there?
Same with a prospect - It's not about how your product works.
It's about how it will fit into the prospect's world specifically, what changes in order for those results to occur.
You see, the how is actually about 'what will change' in order for the result to occur.
The what is easy.
The how is hard.
The how is how you make your money.
How now brown cow.