EIGCA - European Institute of Golf Course Architects’ Post

SALES & FISHING Process- There's an art to both fishing and sales, and mastering the process is key to success. Patience- Both activities require patience. In fishing, you wait for a fish to take the bait, and in sales, you wait for a prospect to be in a buying mode. Perseverance- Both activities require perseverance and resilience. You shouldn't give up if you don't have instant success. Timing- Timing is critical in both activities. In fishing, you need to be there when the fish are biting, and in sales, you need to be there when your prospects are ready to buy. Testing- You need to constantly test new tactics and baits in both activities. Multiple attempts- It usually takes multiple casts to catch a fish, and it usually takes multiple touches to make a sale. Understanding your target- You need to understand your target's preferences and needs in both. It took me 21 years to catch my trophy 51” Muskie. You keep casting.

✨ Here is the sales trick many LSPs don’t know! ➡ The first step in sales is to choose the RIGHT strategy. Farming is one of the strategic options - learn more about farming from our Zoran Metikoš in our video. 👇👇👇 #profectabdi #translation #localization #progress #litranslators #sales

When you think of Account Management, do you think of it as farming, hunting, or both? 🤔 I know every company has different job descriptions for what an Account Manager is expected to do , but curious what your thoughts are... My opinion- a mixture. 💥 While the main goal is to nurture and grow existing client relationships—think of it as watering your plants and watching them thrive—Account Managers also get to do a bit of hunting. They look for new opportunities and ways to expand, kind of like spotting new areas to explore in a familiar landscape. This combination helps keep things fresh and exciting while ensuring clients are happy and engaged. 🌱 #accountmanagement #sales Share your thoughts ⬇

Here is a brief but helpful video showing how the #Snake can efficiently and competently trim around small, round things like trees. This is something up-front mower operators worry about when considering a tow-behind mower. It is easier than you think. Who is that operator Antonio? He knows what's he doing!

Imagine your sales prospecting pipeline as a garden. Yes, a garden. Every step, from seed to bloom, mirrors the journey of nurturing prospects into flourishing customers. But here's the twist: what if we've been gardening in the dark? Traditional sales pipelines focus on volume—sowing as many seeds as possible, hoping some will sprout. It's a numbers game. Yet, what if we shifted our mindset to cultivate fewer seeds with more care? To understand the soil (our market) and provide the right amount of sunlight and water (personalized attention and value)? In this approach, each prospect is a chosen seed, selected not for the likelihood of quick sprouting but for the potential to grow into a strong, lasting customer relationship. This method requires patience and precision. It's about investing time in understanding the unique challenges and needs of each prospect, rather than pushing them through a one-size-fits-all funnel. The result? A garden of loyal customers, grown from seeds of trust and nurtured by the tailored care of your sales team. Let's start gardening with intention. Share your thoughts on reimagining the sales prospecting pipeline process. #sales #salespipeline #growth #technology

Business Development Tip For HVAC Wholesale Territory Managers: NEW BUSINESS - KNOW WHAT YOU ARE HUNTING FOR. There are at least five steps in a successful new business effort. Step number three is Marketing Strategy. A big part of your marketing strategy is knowing what you are hunting for. As you may be aware Territory Managers are often classified as Farmers and Hunters. The TM classified as a Farmer would typically be the type of sales person who either specializes in or is more comfortable in working with existing accounts. Farming activities would include but not be limited to; growing existing business, maintaining excellent relationships throughout all stakeholders in the customer account, providing excellent customer service, follow up and response to customer issues, etc. A TM tagged with Farmer label is usually associated with having a better skill set with regard to transactional and developmental sales activities.  The Hunter is typically the TM who is relentless on knocking on new doors and pursuing new accounts. The Hunter is usually associated with a fearless preoccupation of closing large account opportunities. In some cases, a TM Hunter may be perceived as being generally bored with the transactional requirements of account management and maintenance and naturally gravitates towards the high stakes action of the big game accounts. While the contemporary professional Territory Manager is a balance of highly skilled Hunter as well as highly skilled Farmer, when it comes to new business acquisition, hunting skills must be honed.  If we examine hunting in the most primitive sense, I contend a hunter normally gets what she is hunting for. Said another way, if a hunter is hunting for bear…and deer, squirrel, and rabbit are encountered during the hunt, does the hunter abandon the hunt for bear and chase the other animals? Well the answer may depend on what kind of hunter one is. I submit that an effective bear hunter will not be distracted by the other animals encountered during the hunt. For every deer, squirrel and rabbit collected during the hunt, you have one less bear.  So you prepare to hunt bear, you track bear, you want bear; then when other animals run across your path you abandon the hunt for bear and hunt anything you can get? That is not a very good bear hunter, yet there is a parallel between the poor bear hunter and the new business activity with a lot of Territory Managers. In my experience, the number one reason why some TM’s struggle with their new business initiative is that they don’t know what they are hunting for. Contact me anytime at 480-388-0575 or tim@crlsales.com

There are only 2 sorts of outreach in sales Outbound - 1to1 Inbound - 1tomany Goal? To turn Inbound leads to Outbound leads

advance your career

While the debate is ongoing on Hunting and Farming in sales persona In my opinion, achieving customer delight and building long-term relationships in sales requires finding the right balance between hunting and farming. Hunting involves seeking out new opportunities, while farming focuses on nurturing existing relationships. By striking this balance, we can ensure both growth and stability, leading to satisfied customers and lasting loyalty #sales #CustomerRelationships #BalanceIsKey #b2b #bd

For those that don’t know, I love fishing. Recently, I’ve actually come to realize that fishing and the SDR role are similar. Patience and Persistence is Huge: You can't expect to catch a fish the moment you cast your line. The same goes for cold calling, you can’t expect an appointment on your first call. Success often comes to those who wait and lead with patience. Understanding the Waters: Fishing requires knowing where the fish are biting. A lot of this has to do with the weather, water temperature, etc. In sales, it's essential to understand your market, identify where your prospects are active, and to shift your approach to fit their needs and environment. Resilience and Adaptation: Some days, the fish just aren’t biting, and some days they are. There are always a variety of factors that can play into this. In sales, some months are great, while others not so much. For example, I doubled my quota in the month of June, while this month it's taking much more resilience to try and hit that number. Factors such as holidays can play into this, therefore, it requires resilience and adaptation to push towards your quota. Keep casting your line, keep making those calls, we got this 😎