Monthly Archives: December 2010

Realigning Hunters and Farmers

December 10, 2010
Realigning Hunters and Farmers

Once upon a time sales and prospecting were almost synonymous; it was just assumed that anyone in sales was expected to dedicate a great deal of time to identifying and developing new opportunities. However, a decade of comparative prosperity has lulled many sales professionals into thinking that prospecting was more of an afterthought than...

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Executing a Prospecting Culture

December 1, 2010

The current economic climate is placing extraordinary demands on sales organizations, as old sources of revenue dry up and competition for new opportunities grows ever more intense. Sales organizations must rethink their whole approach to the sales process, and for most of them, that will require an “all in” commitment to ramping up their...

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