Why the Sales “HUNTER” Approach No Longer Works Today

Are you a hunter or a farmer? If you’re in sales, you’ve probably been asked that question or told that you need to spend more time hunting. “Coffee is for closers” has been the montage of the hunter’s society for decades. To my surprise, the term hunter is still a qualification in the majority of sales job descriptions. While the hunter approach worked several decades ago, the sales hunter approach no longer works today. When it does work, it’s for the short-term or for that matter a quick sale. I’m sure this article will cause debate (which is great). So let’s dive in. (more…)