Strategy Institute

The Benefits: Success in Sales

Since Gary Gagliardi personally first started using these ideas in selling and did his first book for salespeople, lets start by looking at sales success.

Let us start with someone who is fairly new to sales, Scott Perry. Scott joined the private sector in 2005 after a career in the military. Despite all the books for salespeople in the marketplace, he found that he needed only one:

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The Science: Mental Simulations

In French, the skill of rapid strategic cognition is called "coup d'oeil," the "power of the glance." This is what the French called Napoleon's ability. The good news is that this form of trained strategic reflexes can be taught from mental simulations, mental models that have moving parts almost like a machine.1

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The Balanced Score Card and Strategy Maps

The Balanced Scorecard (BSC) and Strategy Maps are performance planning and measurement systems developed  by Robert S. Kaplan and David P. Norton in a series of articles and books, built around the general idea of Management by Objectives. These systems work to measure whether the smaller-scale activities of an organization work in terms of its larger-scale strategy.

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Instant Strategic Insights: Positioning the Institute

As you know, we have been working at how to position the type of strategy we teach. In a series of articles, we have been comparing it with other forms of business strategy and other forms of sales training, since we most commonly get called in to do sales training.

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