March 18th, 2015 | by

Steve W, Martin is the founder of the Heavy Hitter sales training program, the author of the “Heavy Hitter” series of books on the human nature of enterprise sales, and USC Faculty member.

Some sales tactics are well-known and accepted, like the importance of being there to get your foot in the door first. But other tactics are less understood, and yet equally important. Taking the indirect approach to a sale may seem counter-intuitive; however, if you use a battlefield analogy you would see that it is more effective to approach from the sides rather than straight into enemy fire.

In his blog post, author Steve W. Martin details seven important tactics to getting the upper hand in today’s sophisticated buying environment. Why knock at the front door when the prospects are sitting at the kitchen table. Meet them where they are, establish a report that reinforces that you understand their needs, and make sure to arrive first.

Read here for seven specific tactics for winning deals using the indirect approach.

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About the author


Lisa has a background in international business and over 15 years of technology marketing and she helps to develop strategies to enable a successful sales effort.