SSI logo

Sales

Top Story

Is the Hunters-Farmers Analogy Fair to Salespeople?

Have salespeople been following the wrong analogy this whole time? Is it really broken into hunters and farmers?


Latest in Sales

Johnstone brings over 15 years of access control experience to the company. SSI Staff · January 05, 2017

SDC welcomes B & T Sales as its new sales representative firm for its Rockies territory. SSI Staff · December 27, 2016

Setting up meetings over the phone isn't always easy, but there are ways to turn the tide in your favor. By Dave Fellman · November 25, 2016

A simple phrase can be the difference between looking successful and looking incompetent. By Dave Fellman · November 14, 2016

Is using Excel inhibiting your sales success? SSI Staff · September 28, 2016

Are you a salesperson who puts in 10- or 12-hour days and wonders why you're working so hard? Perhaps you're working longer than you need to. Micro-managing your time and holding yourself accountable can make a big difference in productivity. By Dave Fellman · August 16, 2016

Matterhorn Consulting is launching SalesMarines, a new vocational program that includes matching veterans with industry mentors to groom them for sales careers. SSI Staff · August 04, 2016

While sales itself is a game, salespeople don't play games with their prospects. That difference is important. Being transparent and searching for the best solution for the prospect is the best practice. By Dave Fellman · July 28, 2016

Have salespeople been following the wrong analogy this whole time? Is it really broken into hunters and farmers? By Dave Fellman · June 24, 2016

The dialogue between the salesperson and the prospect should illuminate when the time is right to seal the deal. Rodney Bosch · March 07, 2016




SPONSORED LINKS

Don't miss out! Subscribe to Security Sales & Integration magazine today. - Security Sales & Integration

LATEST SECURITY RESOURCES


View all security resources & downloads

EDITOR'S CHOICE