Looking only on the interests, pains and needs of a customer isn’t enough. There is more, there is a company with their need of revenue. Can we bring both parties together?
Hunting and Farming are the two directions within sales. If we talk about Customer Experience, we talk about trust. How do we bring this together?
Talking with the customer as a hunter or farmer means understanding of the customers business It doesn’t matter if it is a new or an existing client, we develop the client… that’s our goal. The question is, what exactly we are developing!?
- Client development for our own revenue
- Client development for the client business and / or revenue
Clients do know that we are working with them for our own revenue… that’s clear and no issue if we show them that the clits business is also important for us and this not just to win / keep the client.
Why are we doing account planing often just for ourself?
How do you bring Sales and Customer Experience together? We have different elements we need to ay attention to if we are doing sales:
Acting holistically, we can build not just a Customer Experience, we can build a Solution Experience based on trust. This I have explained in another article called “The brand, the last big bastion. What’s the next evolution after customer experience?“
Let’s start the transformation of hunting and farming within sales as an experience business!