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𝐒𝐚𝐥𝐞𝐬 𝐒𝐮𝐜𝐜𝐞𝐬𝐬: 𝐇𝐮𝐧𝐭𝐞𝐫𝐬, 𝐅𝐚𝐫𝐦𝐞𝐫𝐬, 𝐨𝐫 𝐁𝐨𝐭𝐡? 🤔 In sales, we often hear about "Hunters" and "Farmers" — but what do these roles really mean? And which approach is best suited for the future? In today’s digital world, the key may lie in a hybrid strategy: blending hunters' agility 🏃♂️ with farmers' focus on relationships 🤝 to drive sustainable growth. 🌟 What about you—are you more of a Hunter, a Farmer, or a mix of both? 💬✨ #CiM #HuntersVsFarmers #B2BSales #DigitalTransformation #SalesGrowth #FutureOfSales

How to Develop Farmers and Hunters to be More Effective

Managers should reward "hunters," "farmers" differently Managers should set different benchmarks and rewards for "hunters" and "farmers" on sales team, advises expert Greg Giersch, to meet the needs of their different personalities. "Hunters often appreciate public recognition and competitive rewards, while farmers may find more value in personal acknowledgments and team celebrations," Giersch writes.

Hunting and Farming in Sales: Outdated and Limiting! For years, sales professionals have been categorized as either "hunters" or "farmers"—a binary that oversimplifies the complexity of modern sales. While these metaphors may have worked in a bygone era, they are now outdated, limiting, and, frankly, a disservice to the profession. Here's why: 1. Sales is No Longer Linear Modern sales cycles are dynamic and iterative. The hunter/farmer analogy assumes a linear process—hunt, close, move on; or nurture, grow, repeat. In reality, sales requires constant adaptation, relationship-building, and value delivery across a lifecycle. 2. Collaboration > Individual Roles In today’s sales environment, success stems from cross-functional collaboration. Hunters and farmers create silos, fostering competition rather than teamwork. A truly effective sales team operates as a cohesive unit, blending prospecting, nurturing, and value communication seamlessly. 3. Customers Don’t Fit the Model Today’s buyers are informed, strategic, and demand customized experiences. Treating them as "prey" or "fields to harvest" is tone-deaf. Customers expect partners, not transactional agents or overbearing caretakers. 4. Sales Needs a Renaissance Instead of hunters and farmers, the modern salesforce should aim to be strategists, advisors, and solution architects. They need to thrive on data, adapt to rapidly changing markets, and deliver measurable value. It’s time to ditch these outdated jargons and evolve sales language to reflect the sophistication and innovation the field demands. What’s your take?

ARE YOU HUNTER OR GATHERERS ? Hi Everyone, I found the interesting book and one of the chapter talk about this, I think worth to share here, if you think value please repost it. 🔃 Have you ever wondered how different businesses reach that magic number of $100 million in annual recurring revenue (ARR)? It turns out, there's no one-size-fits-all answer! Just like hunting different animals requires different tactics (you wouldn't use a bow and arrow to catch bees, would you? ), businesses target various customer segments with distinct sales approaches. This image below does a great job of illustrating this concept. See how the size of the animal represents the average deal size (ACV), and the sales approach is on the vertical axis? Interesting, right? Here's a quick breakdown of the three main sales approaches: 🍨 Product-Led: Think short sales cycles, easy adoption, and freemium signups. This approach is all about making your product so intuitive and valuable that customers practically sell themselves on it. 👨💻 Marketing & Service-Led: Here, customers need a little more hand-holding. The focus is on providing excellent support, service, and showcasing the value proposition through demos and examples. 🤝 Sales-Led: This is where you bring out the big guns (metaphorically speaking, of course! We're all about building relationships here). Complex sales processes with a focus on building trust and carving out a niche in a competitive market. The key takeaway? There's no single right answer. The best approach depends on your target customer, product, and overall business goals. So, what about you? Have you identified your ideal customer profile? What sales approach do you think would work best for your business? Share your thoughts in the comments below!

Can I tell you my biggest pet peeve when it comes to Customer Success and Account Management? When CSMs/AMs are referred to as "farmers" in a way that makes it sound easier than being a "hunter". GAH. 😠 I know this whole "hunters vs. farmers" thing has been around for a LONG time in the sales world, and on a basic level, I get it. You need people that focus on acquiring new customers, closing deals, and bringing in new business. You also need people who are focused on retaining and growing existing customers and nurturing long-term relationships. I don't have an agricultural background, but if we're following the "farmer" logic, then your Customer Success teams are responsible for: 🌱 Planting a seed 💧 Keeping it watered ☀️ Giving it plenty of sun If you do that, the expecation is a healthy plant, right? 🪴 In a perfect world, yes. But what about the soil? Is the plant always in the shade? Are there pests that love to eat the leaves? These are ALL contributing factors. Does the customer fit an ICP or are there environment factors beyond our control? Are there issues with support, the customer's internal process for using the product, perceived product gaps, or champion turnover? A renewal is not a given and it isn't necessarily easy. It takes more than water and sun. #HuntersVsFarmers #SalesVsCustomerSuccess #CSM #Sales

𝗠𝘆 𝗵𝘂𝗻𝘁𝗲𝗿𝘀 𝗰𝗮𝗻’𝘁 𝗵𝘂𝗻𝘁, 𝗮𝗻𝗱 𝗺𝘆 𝗳𝗮𝗿𝗺𝗲𝗿𝘀 𝗰𝗮𝗻’𝘁 𝗻𝘂𝗿𝘁𝘂𝗿𝗲… Sales Heads Alert - 10 The truth is…Hunters need sharper tools. Farmers need fertile ground. • Are your hunters struggling to open doors, missing key targets? • Are your farmers failing to grow existing accounts into thriving partnerships? • Is your team leaving money on the table simply because they’re stuck in the grind? Here’s what 𝟭𝟭+ 𝘆𝗲𝗮𝗿𝘀 𝗼𝗳 𝗰𝗼𝗮𝗰𝗵𝗶𝗻𝗴 𝘀𝗮𝗹𝗲𝘀 𝘁𝗲𝗮𝗺𝘀 has taught me: 𝗘𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲 𝘀𝗮𝗹𝗲𝘀 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀 𝗮𝗿𝗲 𝗹𝗶𝗸𝗲 𝗳𝗮𝗿𝗺𝗶𝗻𝗴 𝗮𝗻𝗱 𝗵𝘂𝗻𝘁𝗶𝗻𝗴—𝗯𝗼𝘁𝗵 𝗿𝗲𝗾𝘂𝗶𝗿𝗲 𝗽𝗿𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗮𝗻𝗱 𝗰𝗮𝗿𝗲. Our 𝗕𝘂𝗹𝗹𝗲𝘁𝗽𝗿𝗼𝗼𝗳 𝗦𝗮𝗹𝗲𝘀 𝗪𝗼𝗿𝗸𝘀𝗵𝗼𝗽 equips teams to: ✅ 𝗘𝗺𝗽𝗼𝘄𝗲𝗿 𝗵𝘂𝗻𝘁𝗲𝗿𝘀 𝘁𝗼 𝗶𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝗮𝗻𝗱 𝘀𝗲𝗶𝘇𝗲 𝗻𝗲𝘄 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝗶𝗲𝘀. • How to research effectively and build strategic prospecting lists. • Powerful discovery techniques to uncover real business pains. • Develop confidence in objection handling to keep doors open and conversations alive. ✅ 𝗛𝗲𝗹𝗽 𝗳𝗮𝗿𝗺𝗲𝗿𝘀 𝗻𝘂𝗿𝘁𝘂𝗿𝗲 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀, 𝘂𝗻𝗹𝗼𝗰𝗸𝗶𝗻𝗴 𝘂𝗻𝘁𝗮𝗽𝗽𝗲𝗱 𝗽𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹. • Provide strategies for deep-dive account reviews to spot hidden opportunities. • Train them to strengthen relationships by understanding clients’ evolving needs. • Introduce tools for tracking and managing cross-sell and upsell opportunities systematically. ✅ 𝗕𝘂𝗶𝗹𝗱 𝗮 𝘀𝘂𝘀𝘁𝗮𝗶𝗻𝗮𝗯𝗹𝗲 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲, 𝗯𝗮𝗹𝗮𝗻𝗰𝗶𝗻𝗴 𝗴𝗿𝗼𝘄𝘁𝗵 𝗮𝗻𝗱 𝗿𝗲𝘁𝗲𝗻𝘁𝗶𝗼𝗻. • Implement tailored workflows to maintain consistent outreach and follow-ups. • Offer best practices for balancing new client acquisition with account expansion. • Reinforce ethical selling techniques that grow trust and create long-term wins. 𝗦𝗮𝗹𝗲𝘀 𝗶𝘀 𝗮 𝗯𝗮𝘁𝘁𝗹𝗲𝗳𝗶𝗲𝗹𝗱. 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻’𝘁 𝘀𝗲𝗻𝗱 𝘂𝗻𝘁𝗿𝗮𝗶𝗻𝗲𝗱 𝘁𝗿𝗼𝗼𝗽𝘀 𝘁𝗼 𝘄𝗮𝗿. We’ll help your team master both hunting and farming, creating a winning strategy for growth. 📩 Let’s make 2025 your breakthrough year. DM me today. #𝗦𝗮𝗹𝗲𝘀𝗧𝗿𝗮𝗶𝗻𝗶𝗻𝗴 #𝗦𝗮𝗹𝗲𝘀𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 #𝗤𝘂𝗼𝘁𝗮𝗔𝗰𝗵𝗶𝗲𝘃𝗲𝗿𝘀 #𝗦𝗮𝗹𝗲𝘀𝗦𝘂𝗰𝗰𝗲𝘀𝘀 #𝗦𝗮𝗹𝗲𝘀𝗧𝗮𝗿𝗴𝗲𝘁𝟮𝟬𝟮𝟱 Monika Kapoor (Mansi) India's First Virtual Sales Coach for Frontline Muskaan Raj Gautam

Sales manager looking to motivate and recognize achievers? This story's for you! We know that some are hunters, some farmers, a reliable and lasting comparison. This article describes different ways to recognize their differences, what makes each group tick. https://lnkd.in/eeDy9sCy #sales #salesmanager #salesmanagement #hunter #farmer #management #recognition #rewards #newaccounts #clientretention #clientrelationships

In life, there's order takers and hunters. Hunters are the people who actively seek opportunities, the ones who don’t wait for something to come to them. Now, let's take a look at today’s sales environment, everything’s going digital. You’ve got people sending thousands of emails, hoping for a few responses, and maybe, if they’re lucky, landing a deal or two. Sure, that process saves time, but does it actually work? That’s not hunting—that’s just casting a wide net and hoping for the best. Real hunters don’t rely on hope. They build relationships, engage in conversations, and create genuine connections. Take Jack, for example. Jack wasn’t just about volume; he was about quality. Instead of sending generic emails, he would spend time understanding his prospects, learning their pain points, and crafting solutions that fit them perfectly. He didn’t get discouraged by silence. If someone didn’t respond, he didn’t take it personally; he followed up and kept working until he got through. Jack understood something many salespeople today don’t—rejection isn’t the end; it’s just feedback to adjust your approach. That’s what separates hunters from everyone else. They know that no response doesn’t mean failure—it’s just data. A missed opportunity is a chance to learn and try again. They don’t quit after the first attempt. If you’re not willing to go beyond the first “no,” you’re not going to succeed long-term. Ask yourself: are you waiting for opportunities, or are you actively creating them?

Want to be good at sales? Become a farmer! Welcome, farmer! Glad to see you! Time to hop on your tractor and get to work. But any opportunities for sales in the potato field? Probably not. So how can I convince you that being a farmer makes you a good at sales? Easy, I am both. Sales is my job, farming is my hobby (on a small scale). Let me show it to you: I was plowing the field in my utility garden when it hit me. Not the sun, though. Farming is exactly the same as sitting in a sales department. When I’m all sweaty and busy digging, it’s like I’m back at the office. One may be physically demanding and the other more mentally taxing. BUT • First, you have a barren field → your sales pipeline is empty. • then, you plow the field → you start somewhere, building up your funnel. • after this, you will sow the seed → you will find your new prospects and pitch them for your service or product. • you have to fertilize in between → you nurture prospect relationships through follow-up actions. • in the end, you can collect your harvest → The sweet deal you’ve been working on is finally yours. Not everything will grow at the same rate. Some will even wither away, no matter what you do. Maybe it was the wrong season, maybe you used too much manure when pitching your prospects. ;) Ultimately, both farming and doing sales are only possible through your honest effort. See, it’s funny I had this “Aha!” moment about farming and sales while I was plowing my garden. But just as a farmer tends to their fields, a salesperson cultivates their pipeline, both processes involving initiation, nurturing, and the eventual rewarding harvest of their efforts. No matter if you’re gardening or selling, the fundamental principles of growth and productivity are true for both. In the end, no matter what field (pun intended) you’re in, success depends on being dedicated, having a plan for when and what to do, and always striving for healthy growth to reap what you sow. Have a great weekend, your german potato John ------ P.S. hit repost to show this to your farmer friends! And drop me a follow!