You can win without a strategy; it's called luck. But we don't pay salespeople a lot to be luck, we can do that on the web cheaper. We pay salespeople to make things happen, to control the opportunity as much as they will allow, to influence the competition, the politics, and the decision process. Some people and sales organizations don't think that way. They quote and hope; price, propose and pray.
Historically a strategy is a plan to apply our strengths to the opponent's weaknesses, creating advantage that results in winning. Strategy fell out of military strategy to business strategy to sales strategy. The ancient military strategies are: Direct, Divisional, Fractional, and Delay.
Not everyone thinks in terms of models. So we at TCS have brought it down to today's relevant language that relates to the deal that they must win tomorrow.
In order to win a complex sale, you need a: