Best Practice Report

Account Transition: Hunter To Farmer

January 1st, 2018

Summary

In the world of specialized B2B sales, there are those who hunt for new accounts while others farm current customers for revenue. This hunter/farmer paradigm is an effective way to distinguish reps who acquire new accounts from those who retain and grow existing ones. This report examines the hunter/farmer sales model, identifies the inflection points for account transition from one group to the other, and defines a set of processes that help to ensure the transition is smooth.

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