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What does being a strategic rep mean to you?

I have only been in the War Room for a few weeks now but it is clear there are some really sharp people in here. I have always been a top performing rep but mostly attribute it to work ethic vs. talent/skill/etc. I have process down. I follow MEDDPICC religiously and and would say I'm above average at value based selling, not great, but above average.


I think I'm now at the point in my career where hard work will only get me so far, and I really need to level up my strategy. I would love to hear from the more seasoned reps what being strategic means to you? How you look at your deals strategically vs. a transactional nature. Open ended by design.


Thanks as always.

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8
CoorsKing
WR Officer
+11
King of the Coors Knights
So I cover "strategic" accounts at my company (Fortune 100). Typically they are "strategic" due to the long cycles of 12-36 months, the amount of stakeholders involved (I have had a deal with over 70 stakeholders in the process), and complexity of the deal.

Once your deals start to become more relationship and alignment driven rather than black and white tech bake offs, that tends to be more strategic. How do you align resources, how do you get aligned to the C-level at the account, how do you leverage your connections, etc.

End of the day, "strategic" means something different at every company.
Smithy
Politicker
+4
Director of Sales
Exactly as Meech says β€˜strategic’ mean something different at every company.Β 

normally it means key/big/enterprise/complex accounts that will require a bit more skill, patience and finesse to work/close.Β 
mrsexyspizza
Politicker
+7
Mid Market AE
Yeah not really what I meant, I’m using the term broadly to hear how different reps are strategic in their approach
mrsexyspizza
Politicker
+7
Mid Market AE
I’d like to hear anecdotes around the finesse
CuriousFox
WR Officer
+11
Needer of Life Alert
Strategic could be mid size vs enterprise.

Strategic could be by vertical market.

It's whatever your company defines.Β 
Justatitle
Politicker
+8
Senior AE
Strategic is a buzzword IMO. Reading a room, understanding your audience, knowing a tech stack and how you might fit in are great. End of the day the basics are basics because if you follow them and iterate where needed that is a strategy.
Queen_of_the_funnel
Opinionated
+3
Sr Manager of Business Development
My former company considered all our strategic executives the executives lading the β€œbig fish” and the β€œcream of the crop”. The accounts that get named dropped in demos to ensure your company actually has β€œlegit” clients.Β 
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