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 7^th 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:

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Welcome back to the Top Hunter Series! In our last installment, we highlighted how you can support your teams in effectively aligning their selling efforts with the customer’s buying process. This week, we will share with you best practice #6 as discovered through a series of interviews with top account acquisition reps. Best practice #6 is: Top Hunters Develop Creative, Multi-Touch Prospecting Strategies.

Top hunters realize that in today’s frantic world, buyers are experiencing information overload. In order to combat this, Top Hunters develop creative, multi touch prospecting strategies in order to make sure they can get in front of the necessary decision makers and influencers. As one rep put it, “Once I know who is responsible for making decisions about our offering, I start trying different approaches to get in front of them. The key is creativity and lots of touch points.”

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This week, we will share with you the fourth best practice as discovered through a series of interviews with top account acquisition reps. Best practice #4 is: Top Hunters build compelling value propositions and emphasize them when prospecting.

Now that we have discussed developing insights, let’s get into how to use them. Ultimately, the value in having the fresh perspective is positioning yourself and your company to uniquely help potential customers address their challenges. Top performing hunters are not only effective at developing insights, but also at sharing them in a way that creates a differentiated value proposition for themselves and their company.

They do this by:

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