---
title: Simon Sinek Is Wrong!
description: The biggest mistake made by businesses and salespeople is they approach their market too broadly. Approach your B2B strategy with this question in mind.
---

[Making Sales Growth Predictable, Sustainable & Scalable ](https://www.liftenablement.com/blog)

# [Simon Sinek Is Wrong!](https://www.liftenablement.com/blog/simon-sinek-is-wrong)

 Written by [Doug Davidoff](https://www.liftenablement.com/blog/author/doug-davidoff) | Nov 26, 2012 8:30:00 AM

I'm a big fan of Simon Sinek's concept, Start with Why.  I even shared his TEDx presentation on this blog.  However, I feel as though it's time to get something off my chest - Sinek is wrong.

**DON'T START WITH WHY!**

Instead, start with “who.”

**The most powerful question every business executive can ask, every day, is "Who do we want to be a hero to?"**

The companies that obsess about this question, and orient their actions to that answer, experience disproportionate rewards.  Think about all the great companies in history.   IBM, Apple, Starbucks, FedEx, P&G, Patagonia, Four Seasons, The Grateful Dead all had powerful “why’s,” but they all started with a maniacal focus on who they wanted to attract.

In my experience, the biggest mistake made by businesses and salespeople is they approach their market too broadly.  In an effort to be opportunistic, we actually [reduce the impact of our message and our efforts](https://blog.imaginellc.com/narrow-the-focus-expand-the-yield).

Think of it this way.  If you were to go bowling, how many pins would you aim at in your effort to get a strike?  The answer is 1½.  You’d focus on the headpin and the outer portion of either the 2 or 3 pin.  Your ability to hit the headpin directly allows momentum to knock the other pins down.

Defining your “who” is the same idea.  Describe your headpin market.  Here are the three most important things to know when defining your headpin:

The more clearly you answer these questions, the easier it will be to stand out and access the decision makers you desire.

 

 

 

[View full post](https://www.liftenablement.com/blog/simon-sinek-is-wrong)

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