--- title: "The Leadership Playbook: The Knowledge Inside Your Four Walls | The Sales Blog" description: There is a lot of knowledge trapped inside your four walls. Much of what you need to know is there, all you need to do is ask your people to share.... image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_422864347.jpg --- ### [Now booking SKO meetings for 2026/27! 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Much of what you need to know is already known. All you need to do is ask the people inside your four walls to share that information with you. ## What Clients Want Your sales force has knowledge about your customers. They know what they want. They spend their time speaking with your clients or prospective clients about the areas [where they are struggling](http://thesalesblog.com/2015/07/23/dissatisfaction-leads-to-growth/) and what they believe will help them. If you want to know what your clients want, you can ask your sales force to share that information with you. They spend a lot of their time sitting face to face with your clients or dream clients. ## What Your Competitors Do Your sales force also knows [what your competitors are doing](http://thesalesblog.com/2016/07/30/what-if-your-competitor-believes-something-different/) to win business and how they are positioning themselves in the market. Those clients and prospects with whom they are spending their time share information, like how they say they are different, how their solution is better, and what their pricing model looks like compared to yours. If you want market intelligence, a big part of it is already inside your four walls. ## How to Serve Clients Better When it comes to knowing what clients want, there may be only one group that knows more than the sales force. That group is your [operations](http://thesalesblog.com/2011/05/05/the-handoff%e2%80%94making-certain-operations-succeeds/) team. In a lot of businesses, the operations team spends more time with clients, either in person or on the telephone. None of what they know is speculative. Your operations team knows what problems your clients have implementing and executing your solution. If you want to know how you can improve the value you create for your clients, that knowledge already exists inside your four walls. You hire people to do a job. As they are doing that job, they are learning. Their knowledge is growing. If you have [inspired them](http://thesalesblog.com/2016/07/05/hierarchy-leadership-approaches-consequences/), engaging their hearts as well as their minds, all you have to do unleash a massive amount of actionable insights is ask the people who already have them to share them with you. ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 4, 2016 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" : "2022-01-22T2:29:24 PM", "datePublished" : "2016-08-04 21:53:44", "description" : "There is a lot of knowledge trapped inside your four walls. 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