The discussion question that I am posing to those of you in the world of complex sales is when you choose to pursue an opportunity, do you develop clear Win Strategies? Based on how you are going to be judged, do you have a clear sales strategy (that aligns the team) as to how you will both compete and win?
The language sounds simple, but the reality is most sales teams do not think or talk in consistent terms as it pertains to pursuit strategy. Data would suggest, that although ever deal is different, most sales teams pursue deals in a very similar way. Let me illustrate using some common sales strategy terms that you have likely seen and heard. The origin has a military background and specifically with Sun Tsu. Under this theory, there are 5 offensive strategies.
1. Frontal Strategy- for this to be the right choice, it…
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