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Saturday, 26 July 2008
 
 

Successful Sales Strategies - Hunters and Farmers

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Successful Sales Strategies - Hunters and Farmers

Sales Hunters look for prospects that are fully qualified and ready to buy. Sales Farmers may start even before a buyer had a need and will develop a relationship so that when the prospects are ready to buy, these sales can be harvested. Smart sales managers use hunter strategies for buyers who have a need and are well educated on their offerings, and to use farmer strategies to develop prospects for later sales. This is obviously more important for major or complex sales than for small sales.
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