What is the one glaring flaw that most salespeople have? It's their inability to formulate strategy. In fact, most salespeople have no idea of how to develop an account strategy. The game of chess has been around for centuries. Almost everyone knows how to play the game. However, there is a big difference between how an amateur plays chess and how a master plays. Fundamentally, that difference boils down to planning. An amateur plays tactically. They figure out what to do based on how the board looks at the time of their move. Masters formulate a plan and each move takes them one step closer to the ultimate execution of that plan.

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