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.
Sales Tactic: Circle The Prospect
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Hunters and Farmers: A Failed Sales Model
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 one...
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About Jeremy Miller
Jeremy Miller is a brand strategist and bestselling author. Over the past decade, Jeremy and the Sticky Branding team have profiled and interviewed hundreds of companies across dozens of industries to uncover how companies grow Sticky Brands. Jeremy shares his expertise as a writer, consultant, and keynote speaker. His blend of humor, stories, and actionable ideas will inspire you to innovate and grow your business and brand.
