new-logos-account-development-hunting 
Sales 2.0
APRIL 8, 2024
I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and when should you use a shotgun? It depends on what you’re hunting. What is the payoff for landing this account? These days getting through to small accounts takes some work.
Partners in Excellence
JUNE 1, 2020
It establishes a go to market strategy that, according to research, doesn’t really work, and absolves sales people of the responsibility for prospecting and constantly looking for new business. I’m not sure how the concept of hunters and farmers ever arose, but the notion is hunters go out and find new business.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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). Start with your total number of existing target accounts. Multiply this call frequency by the number of accounts. Let’s say it’s 8.
Partners in Excellence
JANUARY 18, 2017
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. Sounds a lot like hunting. We have to sell more within our territories and accounts every year.
Smooth Sale
NOVEMBER 28, 2022
Most people new to business want to know about the components that make up the foundation for a small business. Whether you create a persona of your dream customer or are on the hunt for research, your target customer base will be one of the focal points when working towards establishing a solid foundation. Unique Brand Identity.
Mr. Inside Sales
NOVEMBER 4, 2016
No graphics, logos or fields. • So if the job description is looking for “An aggressive prospector/hunter who is used to making outbound calls,” your summary section should list something like this: I AM AN AGGRESSIVE PROSPECTOR WHO IS USED TO HUNTING FOR ACCOUNTS. In a nutshell: Keep it plain and simple.
Partners in Excellence
MAY 30, 2017
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). That’s what sales people are supposed to do, they are supposed to develop incremental revenue! Let me be very clear about this.
Expert insights. Personalized for you.
195 
Let's personalize your content