Tag: Account Management

Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.

Determine what type of salesperson and/or approach you need first. The higher the complexity of what you are selling, the more skilful and knowledgeable your salespeople will need to be when it comes to customer engagement.

Too many salespeople miss out on retention, referrals, re-pricing as delivery gets more expensive and taking care of more customer needs, because they’re not focused enough on delivering value once the sale is complete.