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Salespeople: are you a hunter or a farmer?
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5 Answers
William, in today's Buyer 2.0 driven economy I am not sure the analogies fit any more. The buyer in B2B is clearly driving the buying process so it is vital that sales people adapt their game and begin an engaged dialogue with their buyer. This dialogue is assisted by marketing and content is key.
Sirius Decisions quote of "the hunter has now become the hunted," is so applicable in what we are seeing today. Hunting has turned into developing relationship with a potential new buyer - in a sense farming and cultivating. The sales people who are succeeding understand that buyers want a connection (current or future). Sales people need to shed the hunting mentality and begin to focus on true relationship & engagement.
Carlos Hidalgo
@cahidalgo
Both. I'm a hunter when prospecting, looking for opportunities that match my criteria. The farmer persona takes the lead when I'm nurturing and cultivating my current relationships, reminding them why they gave me their business in the first place.
Great question William!
In my heart, I am a hunter. I relish prospecting and lead generation from both a marketing and sales perspective. Farming is part of my life and I can do it, but it's not my favorite part of the sales and marketing process. (this could have to do with my attention span)
With apologies to Monty Python, we’re all … LUMBERJACKS! … leaping from prospect to prospect down the mighty rivers of Sales 2.0, with our CRM by our side, and we sing …
Oh, I’m a lumberjack and I’m OK, I market by night and I sell by day
I blog and tweet, I make some calls
I then go out for lunch
When I come back, I read e-mail
Oh look, that’s quite a bunch!
I hunt, I farm, I nurture leads
I’m always pressed for time
I meet with prospects and customers too
Some days I make a dime
Oh, I’m a lumberjack and I’m OK, I market by night and I sell by day
(Focus members’ chorus … chime in here, please!)
OK, now let’s get out there and Approach, Influence, Advance, and SELL!
©2011, Michael A. Brown
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