Partners in Excellence

JANUARY 18, 2017

It seems like the concept of hunters and farmers have been around virtually as long as sales. In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The farmers, according to mythology nurture those accounts, retaining the business, possibly growing to drive more revenue.

Territories 48

Territories Maximizer Retention Account 48

Partners in Excellence

JUNE 1, 2020

Farmers and farming are what brings food to all of us. Possibly one of the most destructive concepts ever introduced into sales is the concept of hunters and farmers. I’m not sure how the concept of hunters and farmers ever arose, but the notion is hunters go out and find new business.

Account 91

Account Retention Prospecting Opportunity 91

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

Partners in Excellence

MAY 30, 2017

There’s a round of discussions going on about Hunters and Farmers. Underlying these discussions are attitudes, “Real sales people eat fresh meat every day” (The hunter camp), “We need to develop our accounts to maximize LCV” (Farmers). A farmers territory may be defined as a set of accounts.

Territories 53

Territories Maximizer Account Revenue 53

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. The thinking is, “If we can keep the customer happy, if we delight them, if we exceed their expectations –we will earn more business. But what do we get wrong about growing our accounts?

Account 56

Account Account Based Marketing Compensation Retention 56

Emissary

AUGUST 16, 2022

Highspot helps you consolidate and organize sales content and makes it easier for sellers to find the most impactful information at any point. The Seismic Enablement Cloud makes it easy to maintain a content library and send relevant media to clients and prospects. 1 – Highspot . 1 – Highspot . 2 – Seismic .

Sales Enablement 52

Sales Enablement Tools Top of Funnel Hiring 52

Partners in Excellence

FEBRUARY 8, 2017

The principles of ABE are outstanding–focused on further tailoring and personalization of our marketing and sales approaches to the specific needs and priorities of the customer–both the enterprise and individual (actually these are great principles for any customer outreach). Tell me how much it is, is it retroactive?”

Account 48

Account Strategy Customer Vendor 48