There is and always will be two ways to sell to businesses: -Farmers -Hunters Most Tech companies sell to the hunters, can not sustain.
@justinbenson Justin, when you sell fully on tech, unintuitively, you are a hunter.
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@brianroemmele 2) you're saying Hunter = Tech wins all whereas Farmer says "let's look at broader set of considerations" ? -
@justinbenson Justin, the farmer always wins because they base their business on a richer wide set of premises. Hunters have a limited set. - 2 more replies
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@brianroemmele 1) got it. as where for me Hunter = Net new accounts. Farmer = upsell/crossell existing accounts. -
@justinbenson Justin, Farmers see the world through a more holistic lens. They always sell to be customers but also have to know true demand
End of conversation
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