THE ART OF SALES “WARFARE” STRATEGY
All salespeople must must be generals who create a strategy to win their wars long before the first battle begins. The successful military leader painstakingly plans how and where he will attack in accordance with the troops and weapons at his disposal. When the fighting starts, the victorious commander achieves his objective through battlefield maneuvers to gain the advantage and countertactics to neutralize his enemy’s advance.
If you are in sales, you are perpetually in a state of war. All salespeople are warriors who must fight the relentless march of time and enemies who are trying to defeat them daily. Sales is an intense hand-to-hand battle fought between two people or two groups of people who are each trying to win over the customer. The victor outsmarts, outmaneuvers, and overwhelms his enemies.
In sales, just as in war, there can be only one winner, and today’s conqueror can quickly become tomorrow’s vanquished. The deciding difference is strategy. Strategy is the most critical component of sales success. Without the right sales strategy, all of your hard work and sales acumen are inconsequential.
Please click here to read about my latest Harvard Business Article Review article about The Indirect Sales Strategy. Lean how the greatest military strategists won and what the ages have to teach us about defeating our enemies on the battlefield of business to business sales.
