Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon

Rich Hunting Grounds

Which Land Has the Deer?

You don’t hunt moose in Florida.

—Unknown

When hunting, you don’t want to hunt on land that does not have prey. Likewise in sales, you must understand which companies are a good fit for your product or services. You are not just looking for any customer. You are looking for customers who will purchase your products. Qualifying customers for the potential to purchase from your company is one of the most important activities you need to accomplish using the systems you’ve learned in this book. Up until now, you had only one tool to determine where you spent your sales time—your forecast. While your ...