Hunters and Farmers – Putting Food On the Table Couldn’t Look More Different

By Rachel Cavallo

Recently, I’ve had the opportunity to work with two very distinct types of salesforces. One group is focused solely on pulling more business out of their accounts, and the other group is focused solely on going after new accounts. While working with these groups simultaneously, the distinction between the “hunter” and the “farmer” has become very real, and it’s given me pause to consider the unique qualities required to develop net new accounts and cultivate existing ones.

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