Partners in Excellence

SEPTEMBER 12, 2017

We put “farmers” in place to support the customer–rather than the hunters that got us there in the first place. Our account managers have to have the same skills and capabilities our “hunters” have. Account based marketing and selling gets a lot of attention–it should.

Account 56

Account Account Based Marketing Compensation Retention 56

SBI Growth

DECEMBER 23, 2013

hunters vs. farmers, specialists vs. generalists). (Ex. hunters vs. farmers, specialists vs. generalists). If you enjoyed this post, never miss one again by subscribing your Email Here and/or subscribing to the RSS Here.' It could be to accommodate shifting skills and performance. Where a Sales Rep Should Focus.

Territories 276

Territories Quota Travel Maximizer 276

The Pipeline

JUNE 1, 2012

These are further accentuated when you have to do both hunting and farming in the same territory; in fact I think farmers hide it better, maybe that is why it seems more pronounced among hunters. But again, if you look at the relationship between time and success, you would not put things off.

Face-to-face 282

Face-to-face Cold Calling Territories Outside Sales 282

Women Sales Pros

JANUARY 24, 2019

It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event. What about the difference between your farmers and hunters? The agenda content should serve to kick-start sales for the year. Easy, peasy – right?

Outsourcing Services 107

Outsourcing Services Guarantee Call-back Account 107

SBI Growth

OCTOBER 8, 2013

This method works best if you employ Hunter sales reps (who hunt new logos). This method works best if you employ Farmer sales reps (who develop existing accounts). If you enjoyed this post, never miss one again by subscribing your Email Here and/or subscribing to the RSS.' This produces a headcount number. Author: Mark Synek.

Ideal Customer Profile 293

Ideal Customer Profile Distribution Territories Analysis 293

Bernadette McClelland

MARCH 18, 2014

Buyer expectations today have moved up a level yet again. The salesperson the buyer wants to work with today is not the hunter or the farmer. SPIN SELLING IS DEAD! A bit of a provocative and disruptive statement that calls for an interesting conversation. Now don’t get me wrong. They do exist, don’t they?

Sales Methodology 186

Sales Methodology Influencer Buyer Intent 186

Anthony Cole Training

FEBRUARY 9, 2015

I remember finding it interesting back then, and I again find the book interesting now. If someone is a challenger, does that mean they are a hunter? I read about The Challenger Sale book a couple of years ago in a Harvard Businss Review article and had forgotten about it until I "rediscovered" it recently. Relationship builder.

Hiring 120

Hiring Research SalesForce Call-back 120

Partners in Excellence

AUGUST 16, 2017

Hunters And Farmers…… Again Performance Management Friday — Wallet Share. Account Based Everything, including Account Based Marketing and Account Based Selling is all the rage. Sometimes, however, I think we make all of this a little more complicated than necessary.

Account 52

Account Prospecting Territories Account Based Marketing 52

Pipeliner

JULY 24, 2019

Or can they be learned—even when someone is so introverted and fearful of public speaking that they can’t even open their mouths? To some degree, we all have traits we have inherited from our families. But sometimes “inherited traits” are just used as excuses. “Oh, I believe the truth falls somewhere in the middle. Yes, you certainly could.

Harvest 71

Harvest Energy Commission Travel 71

Pipeliner

JANUARY 26, 2021

Once again, effectiveness is doing the right thing. Pipeliner CRM, with its constantly innovated and evolving new features, greatly assists salespeople, sales managers , and other roles in the company as they make their way into the future. Pipeliner is like no other CRM tool in the world. Effectiveness and Efficiency. This isn’t the case.

Pipeline 72

Pipeline Transportation CRM Quota 72

Pipeliner

MARCH 29, 2021

Once again, effectiveness is doing the right thing. This ebook is designed to show you how Pipeliner CRM, with its constantly innovated and evolving new features, assists salespeople, sales managers and other roles in the company as they make their way into the future. There will always be changes and improvements going forward.

Analytics 69

Analytics Pipeline CRM Data 69

ExecVision

JULY 15, 2018

Understand the differences between good hunters and good farmers and hire accordingly. Setting meetings and working deals means facing an incredible amount of rejection every day while managing often-tedious tasks. It takes time to master pushing disappointment aside day after day, call after call. So how do you do it?

Inside Sales 40

Inside Sales Motivation Hiring Incentives 40

Pointclear

APRIL 28, 2015

The ritual was repeated before a third and goal play, again at Tech’s six, in the fourth quarter. They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. Exciting when it works.

Follow-up 100

Follow-up Lead Rank Lead Scoring Sales Qualified Lead 100

A Sales Guy

OCTOBER 16, 2012

The 4th quarter is the most critical quarter for sales. S**t, I’d argue it’s the most critical quarter for business in general. The 4th quarter is the last chance to make the number and ensure success. Like sports, fail in the fourth quarter and that’s it, you’re done. There are no more chances. What’s the cycle?

Margin 117

Margin Territories Channels Sports 117

Factor 8

JANUARY 9, 2020

Some teams had hunters and farmers. Funny that this calendar turn has happened a bit under the radar. I mean, remember the turn from 1999 to 2000 and the point where we all realized that it was actually no big deal? Living near the west coast made it even funnier for me. Think about it: The customer journey. Tools & Tech.

Hiring 36

Hiring Call-back Inbound Lead Rank 36

Pipeliner

NOVEMBER 17, 2020

Although a sales team includes many different job titles, such as sales engineer, SDS, customer success, and sales admin, when it comes down to salespeople themselves, no matter if they are inside or outside sales, in my opinion, there are really only two major roles: the hunter, and the farmer. Becoming Great. Becoming Great.

Tools 98

Tools Sales Qualified Lead Quota Pipeline 98

Sales Hacker

DECEMBER 29, 2020

This week on the Sales Hacker podcast, we speak with Mike McNary , VP of Acquisition at Mimeo , a company that helps people print and deliver documents. Mimeo has been on a journey to reform and restructure its sales team, customer success, and employee experience in order to drive significant growth. Why CX grows out of EX (employee experience).

Customer 65

Customer Segment Top of Funnel Lead Rank 65

Partners in Excellence

FEBRUARY 17, 2016

Customers will let their fingers do the digital walking, SEO, PPC and other techniques will enable those customers to find us, our marketing automation tools will capture and nurture those customers through their quest to learn, SDR’s will intercept them at just the right point and then we magically have a qualified opportunity.

Opportunity 48

Opportunity Top of Funnel Call-back Customer 48

Partners in Excellence

JUNE 24, 2019

I’ve never been comfortable about the hunter/farmer notions around selling. I’ve always maintained every sales person is a hunter. We tend to think of farmers as the account managers, those who think their job is to “protect and defend,” (apologies to many of our police forces).

Licensing 79

Licensing Account Based Marketing Banking Vendor 79

Sales Hacker

APRIL 16, 2018

How to develop a sophisticated sales recruiting engine. Why training is crucial to successful enablement. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. 1) Show introduction [00:12]. 2) About Jess Hunt [2:00]. 3) A career in sales and marketing [3:30]. 5) What drives success in business? [7:00].

Revenue 67

Revenue Scale Top of Funnel Territories 67

Pipeliner

SEPTEMBER 2, 2021

Sales force automation is utilized in seeking out and exploiting new business opportunities, and for that reason could be referred to as the “hunter” approach. Key account management could be colloquially referred to as the “farmer” approach, which cares for the existing customer. Like Kepler, we also don’t take sides.

Pipeline 98

Pipeline CRM Engineering System 98

SalesLoft

APRIL 12, 2018

Hunters, Farmers, Hybrids… not all salespeople are the same. Shrug* I just ask again in a different way. If I believe I really do have the right solution for them, I try again. What makes a salesperson thrive in one environment over another? There are no right or wrong answers. There are no right or wrong answers.

Sales Cycle 52

Sales Cycle Cold Calling Commission Loyalty 52

Alice Heiman

FEBRUARY 14, 2018

After 3 days of non-stop networking, listening to incredible speakers and having many Braindates , I finally have a chance to sit down and reflect on what I learned at this mind-blowing event. . What I did do was meet with founders who are struggling with issues around building a B2B sales team. What’s a Braindate ? Don’t take any chances!

Hiring 95

Hiring Top of Funnel Compensation Funnel 95

Partners in Excellence

DECEMBER 9, 2018

You have too many bathrooms, I only want to clean one–or I’d love not to clean any. I don’t like dusting the high spots on your shelves or the high ceilings. And I can’t stand picking up all of Dave’s stuff! I’ve decided to focus on the things I really like–I like cleaning the kitchen and vacuuming.

Jigsaw 82

Jigsaw Territories Pipeline Account 82

Tony Hughes

MARCH 19, 2018

Back in 2005, Tiger Woods was the biggest winner in the world and he cracked more than $10 million in prize-money earnings alone for the first time in a single year. In 2005 I was running the Australian region of a global software company and we did three of the four biggest deals globally for the corporation. they’re all great.

Forecasting 70

Forecasting Epiphany Competition Lead Rank 70

Sales Hacker

OCTOBER 11, 2019

It’s worth noting that, with my role being that of a HUNTER, my calendar is very strategically structured to align my priorities to be successful at securing new business. . In this series, you get an inside look at the typical day, the productivity hacks, and even some of the success secrets of today’s best sales professionals.

Enterprise 52

Enterprise Enterprise Account Face-to-face 52