How to Tell if You’re a Sales Hunter (and How to Become One if You’re Not)

Like a predator in the wild, you prowl through the B2B sales jungle, hot on the trail of your next big deal. You, my friend, are a sales hunter.

But wait… are you actually a “hunter”?

It’s a term that a lot of B2B sales pros throw around. It sounds cool. It makes us feel good about ourselves as sales professionals. But what does it actually mean?

It turns out that a lot of reps who think they’re sales hunters… don’t actually know what it means to hunt.

Here’s how to tell what kind of sales rep you really are (and why you should strive to become a sales hunter if you aren’t already):

Hunters Hunt

Sure, you want more sales. And you’re probably pretty good when you have a prospect on the phone or in a face-to-face meeting.

But those qualities alone are not enough to make you a sales hunter.

Being a sales hunter has much more to do with how you develop your prospect connections in the first place.

Do you rely primarily on referrals and passive marketing to deliver prospects to your door? Or do you use cold calling and email marketing to qualify prospects and generate warm leads for follow-up?

In other words, do your prospects come to you? Or do you go out and find them?

Because that’s the key difference. Hunters hunt.

When prospects aren’t knocking on their door (and even when they are), they develop and refine their target market. Then they pick up the phone, send emails, and knock on doors in a focused drive to set appointments and develop new business.

If you’re not doing those things, you’re just waiting. And you’re not a sales hunter.

Do Your Sales Math

Adopting a sales hunter mentality is difficult, time-consuming, and sometimes unpredictable. Hunting is not for sissies. But the math makes clear that the rewards are substantial.

New business development boils down to a simple equation:

More consistent calls, well-crafted emails, or targeted drop-bys lead to more appointments. And more appointments lead to more sales.

Conversely, if you’re not making calls or sending emails, you’re not setting as many appointments, and you’re missing out on sales.

And for some reps, that’s fine.

What about you?