Dirkjan: Created page with "A ''''Develop attack''''' strategy is an attack whereby you develop a position for a possible future attack. There is often no real compelling event at the moment. There is no..."

2020-08-25T09:54:12Z

Created page with "A ''''Develop attack''''' strategy is an attack whereby you develop a position for a possible future attack. There is often no real compelling event at the moment. There is no..."

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A ''''Develop attack''''' strategy is an attack whereby you develop a position for a possible future attack. There is often no real compelling event at the moment. There is no opening for buying a new solution yet. You cannot compete with the existing vendors for the moment.

<html><img src = "/static/files/MBI/Module%2020/developattack.png" width="500"/></html>

The approach consist of:
* INVEST
** Listen en wait until you asked to participate
** Establish a presence
** Invest in your product to meet potential future access to the account
** Establish credibility within the account so that they will include you
* DELAY
** Attractive future alternative
** Inside alignment
** FUD
** Estyablish the value of conducting an in depth analysis to oversee the whole decision.
[[Category:sales]]

Develop attack strategy - Revision history

Dirkjan: Created page with "A ''''Develop attack''''' strategy is an attack whereby you develop a position for a possible future attack. There is often no real compelling event at the moment. There is no..."