The Danger of Chasing Trends in Sales and Marketing

Chasing after the latest trends in sales and marketing based on FOMO (fear of missing out) can be perilous, as evidenced by the fleeting nature of movements like social selling. Listening to online experts pushing today's 'fix' or 'hot button' technique can be misleading, as fundamentals in sales and marketing remain constant. When it comes to targeting, having a strategic, finite, and intentionally selected list of accounts to pursue is crucial for serious new business development. This approach allows salespeople to focus intensely, maximize sales weapons, and differentiate between merely playing at developing new business and being a true sales hunter. By targeting accounts with characteristics matching ideal profile prospects, sales hunters can effectively build their story and knowledge for successful sales, regardless of the label such as account based marketing.