--- title: The Power In Knowing How To | The Sales Blog description: Strategy is important. So is vision. You know where you want to take your team. You know what results you need to achieve. And you know how you intend to compete and win in your markets. Leaders love to talk strategy, vision, and meaning. What they often spend too little time on is actually teaching […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_132892520.jpg --- ### [Now booking SKO meetings for 2026/27! 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So is [vision](http://thesalesblog.com/blog/2013/01/28/your-leadership-value-proposition/). You know where you want to take your team. You know what results you need to achieve. And you know how you intend to compete and win in your markets. Leaders love to talk strategy, vision, and meaning. What they often spend too little time on is actually teaching their people “how to.” #### **Get Tactical** One of the greatest minds [on winning](http://en.wikipedia.org/wiki/Sun_Tzu) wrote, “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” Your team knows what you want. They are smart. Intellectually, they understand what you want. This isn’t where they struggle. The resistance that you sense isn’t to your strategy or your vision. They’re not trying to be adversarial or obstructionist. The reason your team isn’t doing what you need them to do is that they don’t know how. They lack the confidence that they can achieve the necessary outcomes. Mostly this is because what you are asking of them [is difficult](http://thesalesblog.com/blog/2013/08/15/7-ways-selling-could-be-easier/). The strategy isn’t the challenging part; it’s the putting it into practice that is the difficult part. It’s the tactics. #### **Tell Me How To** It’s difficult to gain appointments with the dream clients that you need to grow your business and do the meaningful work that you want to do. Most salespeople struggle with [opportunity acquisition](http://thesalesblog.com/blog/2013/08/23/your-problem-is-opportunity-acquisition/). If you want them to improve here, you have to help with the “how to.” They already know you want more and better opportunities. It’s difficult to build consensus around a new idea. It is super challenging just to break out of the silo in which your power sponsor has caged you. If your team knew how to get out of that cage without alienating the people with whom they have relationships, they’d have already done so. They know why they’re stuck. What they don’t know is how to get unstuck. And now you want them to [capture value](http://thesalesblog.com/blog/2013/09/01/some-thoughts-on-pricing-power/)? If you haven’t had the pleasure of sitting across from clients defending your price for some time, you might be surprised how difficult it is to convince your dream client that there is a difference between price and cost. Oh, and don’t get me wrong here; intellectually, your dream client understands. It’s getting them to agree to make the larger investment instead of demanding a discount that’s the challenging part. There is power and confidence in knowing how. You need to understand where your team struggles. You need know how they are challenged. Then you need to teach them how to overcome those challenges. They want to give you what you want. They’re not being obstinate. They just need your help. Will you give it to them?   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [Leadership](https://www.thesalesblog.com/blog/tag/leadership) [Success](https://www.thesalesblog.com/blog/tag/success) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 6, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. 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) ![how-to-lead-ebook-v3-1-cover (3)](https://www.thesalesblog.com/hs-fs/hubfs/how-to-lead-ebook-v3-1-cover%20(3).jpg?width=768&height=994&name=how-to-lead-ebook-v3-1-cover%20(3).jpg) ### How to Lead: The Leadership E-Book As leaders, we're faced with decisions everyday—not all of which are easy to make. Learn how to make those tough decisions, hold yourself and your team accountable, and build a legacy with How to Lead: The Leadership E-Book. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/d345d648-812a-428a-81e4-53ce30822212.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d345d648-812a-428a-81e4-53ce30822212) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. 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" : "2022-06-16T3:26:38 PM", "datePublished" : "2013-09-06 22:41:06", "description" : "Strategy is important. So is vision. You know where you want to take your team. You know what results you need to achieve. And you know how you intend to compete and win in your markets. Leaders love to talk strategy, vision, and meaning. 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