The Four Pillars of the WIP Sales System© are: Processes, Psychology, Strategies, and Tactics.
Processes provide a methodology for defining our goals, creating a plan to achieve them, tracking our milestones, and re-calibrating as we progress. Processes also provide a disciplined path for holding ourselves accountable.
Sun Tzu would agree that in sales, Strategies and Strategic Thinking is The Art of War, while Tactics and Tactical Thinking would be The Art of Battle. We must have a strategic plan for every aspect of selling and reinforce this with tactics and techniques that allow us to think on our feet while in the trenches.