Hunter Consultative Selling Farmer Relationship Development New Business Development Objection Handling CRM Qualifying Sales Management Sales Strategy Active Listening Closing the Sale

Small Businesses Mid-Market Accounts Large Enterprises

C Level VP/Director Manager End-User

Micro-Manage Closely Manage Loosely Manage

In-Person Virtual Both

30 Days 90 Days 180 Days Other

One call close 1-2 Weeks 1-3 Months 3-6 Months 6-12 Months 12+ Months

Under $1,000 $1,000 - $25,000 $25,000 - $250,000 $25,000 - $500,000 Over $500,000

Weekly Monthly Quarterly

Replacement New Position