151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’Shaughnessey

The Predictable Revenue Podcast

English - May 07, 2020 19:05 - 49 minutes - 47.8 MB - ★★★★★ - 33 ratings
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Previous Episode: 150: The ins and outs of sales recruiting with Jamie Scarborough of The Sales Talent Agency

Next Episode: 152: Effective tips for people in non-traditional sales roles with Chris Spurvey

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean O’Shaughnessey, Chief Revenue Officer and VP of Sales at Agile Stacks.

Sean is an accomplished veteran sales leader – more than three decades worth of experience – and published author of Eliminate Your Competition: A Trapper’s Guide to Increasing Your Commission.

Throughout the pod, Collin and Sean discuss how to update the traditional hunter-farmer sales model to better reflect the responsibilities of today’s sales professional. Highlights include: the problem with the hunter-farmer sales model (3:18), specializing sales roles (20:11), what does a good trapper do? (22:32), the makings of a great salesperson does (35:15), Sean’s unique celebrations after closing a big deal (42:55), and cold call Collin (48:46).