Sales strategy is often overlooked in a presales planning. Learning from military strategists, there are 2 basic types of sales strategy that can be employed.
A direct sales strategy is the sales technique used most of the time. It is the frontal assault on the enemy's position (The enemy in our case is the status quo or your competitor, not the customer). A direct sales strategy means going head to head, feature for feature against your competition. A direct sales strategy is a hard way to sell, unless your have clear superiority over your competition.
An indirect sales strategy is a less used, but more sophisticated sales technique. To use an indirect sales strategy means to change the rules of the sales evaluation process. You do this by introducing new capabilities and criteria that the competition may not have and making them essential to the buyer's evaluation criteria.
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