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Podcast: The Bacon Podcast with Brian Basilico | CURE Your Sales & Marketing with Ideas That Make It SIZZLE!
Episode: Episode 847 – Are You Whiffing the WIIFM?
Description: Why is a very powerful word. It provokes conversations and promotes thoughtful responses. Simon Sinek thought it was so important he wrote a book about it "Start with Why". He said that "What" is the action, "How" is the method, and "Why" is the purpose or promise. He says, "People don't buy what you do; they buy why you do it."
I did an interview with Mark S.A. Smith where he said that in the B2b sales and marketing world, "C-Level customers only care that you solve their problem, and don't get them fired!" I have to agree...