Timing and the Element of Surprise
The upfront speed and back-end surprise are key elements of the Indirect strategy. As stated earlier, some sellers will hold back on the Unexpected Value until a very specific and crucial point in time. For example, you are running two separate sales campaigns simultaneously for our ATM sales opportunity: one based on expected value to the Facilities Department and the other based on Unexpected Value to the retail banking business unit.
This requires that you align quickly with the Situational Power Base. You need to Milestone Stack to observe that the retail banking Fox will likely become the Situational Fox and that he will direct the Facilities Department Power Base. While gathering this type of insight early in a sales campaign depends on the flurry of activity associated with Stacking, this upfront speed enables you to achieve the element of back-end surprise for two reasons:
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