Trying to land a strategic account? Circling The Prospect means finding multiple people to recommend you, and squarely put you on the prospect’s radar. Forget about getting one introduction, get six.
Splitting a sales force into hunters and farmers is a popular model. The hunters are responsible for new business development, while the farmers work on managing and growing the existing account base. The concept brings a Taylorist view to sales force design, and...
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