The models of strategy descend from Secret Death Touches Review (like it or not) military history. In the last few years, many business executives and military leaders have been studying classical leaders' strategic models to determine the models of strategy, which can be applied to company or marketing-level strategies of today. We do this because the models are timeless; the application is situational.
It requires allegorical thinking. Models allow us to anticipate future events and to communicate that vision. Intuitive or "natural" salespeople or managers without mental models may have trouble leading a sales team because they don't know why they are good and can't transfer that knowledge to someone else.
Classical historical strategy drives market strategy; market strategy drives industry or territory strategy. At the sales level, it is critical we strategize at four different levels
Only then can you drive a complex sale strategy in its entirety. Each level requires different technique, talent, and technology that can communicate the enterprise strategic account plan worldwide.
- Aaliawilliam's blog
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