Best Practice Report

Account Transition: Hunter To Farmer

January 1st, 2018


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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