How Sales Specialists Help Reach Your Customers

Author: Steve Norman

I recently saw the CMO of a high-profile company present at an international marketing conference. I was surprised to hear him talk about the fact that his company was now embracing specialist sales roles. The company had implemented a hunter/farmer model, whereby “hunter” salespeople were responsible for finding and closing deals, while “farmer” salespeople focus on retaining and growing business with existing accounts. The CMO said this “breakthrough” strategy was the foundation of the company’s sales and marketing plans.

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