Whilst hope isn’t a sales strategy, without the right ingredients failure is certain
The protocol for developing a sales strategy is fundamentally different to that used for other business strategies. Even the thinking that drives a sales strategy is somewhat different to that which drives marketing strategies. Here are a few guidelines:
The golden rule that underpins any sales strategy is knowledge. By learning as much as one can about the market, buyers and the alternatives buyers have, sales is able to expand its own thinking beyond its present paradigm, in the process defining a clearer, more focused role in the value chain
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