There are many times when I meet with sales professionals who want to be more strategic in their selling, but they are working for a company that does not sell strategically. What they do instead is keep pushing for immediate revenue.
Some Sales Professionals can work well in a pure transactional environment – an environment with short-term selling approach. There are other sales professionals who think strategically, but struggle to try to act strategically while working in an environment that does not reward strategic selling.
There is a strategy that does get the best out of strategic sellers working in a non-strategic selling environment.
Sales Professionals can build an account plan that reflects a flow from the immediate business issues facing the buyer, to setting vision with the buyer.