Play Sales Chess not Sales checkers strategic vs tactical

The concept of strategy has been borrowed from the military and adapted for use in business.  In sales, as in the military, strategy bridges the gap between policy and tactics.  Together, strategy and tactics bridge the gap between ends and means.  Strategy answers the question: What are the ends we seek and how should we achieve them, in other words strategy is a plan, a "how," a means of getting from here to there.  Too often sales people dive into sales without taking the time to develop a strategy for success and more often than not it results in less than satisfactory results.   In this episode Joe and Mike talk about how to go about developing an effective sales strategy that will improve your success and help make more money.