The Hunter Farmer sales model is a popular way to organize media sales teams. "Farmers" are salespeople that cultivate existing business, making sure not to lose clients, while "hunters" are the salespeople that go out and find new business. While the model makes sense in theory, sales expert and Former Cygnus CEO John French believes the model actually can hamper publishers' sales. In this video, French explains why the model may not be a fit for your business. French is co-founder of French LLC., an advisory firm aimed at helping media executives transforming their companies for a digital- and data-driven world. Have a question about media revenue strategies? Send your question to johngfrench@frenchllc.com.

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