Throughout the pod, Collin and I 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 that too many salespeople do not? ([22:32]),
• the makings of a great salesperson ([35:15]),
• my unique celebrations after closing a big deal ([42:55]),
• and cold call with Collin for my current company, Agile Stacks, Inc. ([48:46]).

The conversation was enjoyable to do, and hopefully, you will get a taste of my advice and read more in my book, Eliminate Your Competition. You should also subscribe to my blog feed on my company’s website, where I help salespeople and sales leaders at startups. The blog is called “Skinned-knees: What an MBA Didn’t Teach You for Rebel Sales in a Software Startup.”

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.

You can listen to the podcast wherever you get your podcasts.

• Spotify
• Apple Podcast
• Google Podcast

And you can stream it right here from Stitcher: