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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 Tips

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

Door knocking is viewed poorly because of deceptive sales tactics used by some. Use these proper practices to use the sales tactic to bring in more subscribers. Ken Kirschenbaum · May 19, 2016

Training sales staff is a challenge in the security industry. How do the methodologies of big and small companies differ on the topic? Paul Boucherle · May 19, 2016

There might not be two words that are more controversial in the alarm industry. The perception is one that could put a dark cloud over any company for being unethical or even evil. What is the phrase? Door knocking. Mark Matlock · March 28, 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

In security, you have to cast your business into the ocean of upselling possibilities and use proper enticements to land a whale of an opportunity. These four strategies would help any salesperson. By Al Colombo · February 24, 2016

When security integrators buy from suppliers, they expect to be treated as valued customers. Integrators need to use that mindset when dealing with end users. By Sharon Shaw · January 18, 2016

Customers have probably wondered why the price for their video surveillance solution isn't as low as one they see online. There's a reason for that. By Stuart Clapp · January 06, 2016

The tablet allows sales consultants to provide an interactive demonstration of security and home automation features. Plus, learn how selfies and short video clips can help woo prospects and existing clientele. By Russ Ackerman · May 08, 2015




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