In our last installment of the Top Hunter Series, we discussed how top hunters employ creative prospecting strategies to get in front of potential customers. Today we will share the 7th and final Best Practice for acquiring new accounts: Top Hunters are tenacious and relentless in executing their prospecting strategies.
When we asked top account acquisition reps what made them successful, the word that came up more than any other was “tenacity.” The definition of tenacity is: “The quality of being determined to do or achieve something; firmness of purpose.” As one rep put it, “I have to believe, deep down inside, that I am going to win, no matter what the odds are against me.”
How can you ensure that your account acquisition reps have the tenacity required to succeed? Through our discussions with top hunters, several items were suggested: