Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon

Hunting Misunderstood

Sales Hunting Is a Science

Farming as we do it is hunting, and in the sea we act like barbarians.

—Jacques Yves Cousteau

In the sales world, people often talk of “farmers” and “hunters.” Here’s what they mean:

• A sales hunter finds new customers. The hunter is aggressive. The hunter takes no prisoners. The hunter must be tenacious at getting in the front door, and be adept at closing business quickly.
• A sales farmer manages existing accounts. Sales farmers have strong relationships with the customers to the point where customers often seek them out as problem solvers. The customer often presents the opportunity to the ...