Insight, Objective, Strategy, and Tactic - The Trojan War As An Analogy

1. INSIGHT-OBJECTIVE-STRATEGY-TACTIC
June 2014

2. Insight-Objective-Strategy-Tactic

3. The Trojan War

4. Trojan War
• Quarrel asked which goddess was most beautiful –
Hera, Aphrodite, or Athena
• No male god wanted to judge, so Zeuss picked a human
shepherd - Paris, to judge.
• All three goddesses tried to bribe Paris:
• Hera - offered power and ruling of Asia
• Aphrodite – offered true love
• Athena - offered wisdom in all battles
• Paris picked:
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5. Trojan War
• Aphrodite
• His prize? Pick of the love of his
choice.
• His choice?
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6. Trojan War
• Helen - the most beautiful mortal
• She immediately fell in love with Paris
(which outraged her husband
Menelaus)
• Paris and Helen escaped to Paris’
hometown of Troy.
• Menelaus (and the Greek army)
declared war on Troy.
• The war lasted many years because
the City of Troy was strong, but
Menelaus was resolute.
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7. Trojan War
• A clever Greek soldier Odysseus came up with the idea
to make a large empty wooden horse to hold many men.
• The Greeks pretended to surrender and left Troy that
night. They left the horse in Troy…
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8. Trojan War
• When the Trojans came out to look at the horse, a Greek
soldier named Sinon, came to the soldiers and begged for
mercy.
• He said the Greeks had left him behind, given up on
Helen, and had returned to their country.
• He said they made the wooden horse for Athena.
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9. Trojan War
• The Greeks knew that the Trojans would give the horse
to Athena themselves to get her blessings.
• At night the soldiers crept out of the horse and attacked
the city. The Trojans, of course lost the war.
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10. Trojan War
What was the?
• Insight:
• Objective:
• Strategy:
• Tactic:
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11. Trojan War
What was the?
• Insight:
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12. Trojan War
What was the?
• Insight: The Trojans are opportunists and suck-ups
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13. Trojan War
What was the?
• Insight: The Trojans are opportunists and suck-ups
• Objective:
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14. Trojan War
What was the?
• Insight: The Trojans are opportunists and suck-ups
• Objective: Win back Helen
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15. Trojan War
What was the?
• Insight: The Trojans are opportunists and suck-ups
• Objective: Win back Helen
• Strategy:
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16. Trojan War
What was the?
• Insight: The Trojans are opportunists and suck-ups
• Objective: Win back Helen
• Strategy: Deceive the Trojans
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17. Trojan War
What was the?
• Insight: The Trojans are opportunists and suck-ups
• Objective: Win back Helen
• Strategy: Deceive the Trojans
• Tactic:
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18. Trojan War
What was the?
• Insight: The Trojans are opportunists and suck-ups
• Objective: Win back Helen
• Strategy: Deceive the Trojans
• Tactic: The horse
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19. The Challenger Sale
Find the Insight and
Objective before you
approach the prospect.
Educate the prospect
about the Insight.
Lead to the Solution, not
with it.
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20. THANK YOU