Hunter vs. Farmer and Fixing Your Sales Strategy

Are you a hunter or a farmer when it comes to business and sales? In this episode, we break down two sales styles—hunters who chase new deals and farmers who nurture and grow existing clients—and why both are essential for a thriving business. We share real-world examples from accounting, financial planning, and mortgage broking, plus insights on hiring, training, and balancing your team for maximum growth and long-term success.

On this episode, we discuss:

(00:00) Intro
(02:12) Hunters vs. Farmers Explained – The key sales styles that drive business success
(04:37) Are You a Hunter or a Farmer? Nick, Jason, and Marty break down their sales styles
(08:38) Why Every Business Needs Both Hunters & Farmers
(09:05) The Biggest Mistake in Sales Hiring, How choosing the wrong role can hurt your business
(13:15) How Great Farmers Generate Referrals – The power of strong client relationships
(14:35) Can You Train a Hunter to Be a Farmer? The challenge of shifting sales mindsets
(16:21) Why Retaining Clients Is More Profitable Than Finding New Ones
(20:07) The Best Sales Approach for Mortgage Brokers & Accountants
(22:58) How Sales Leaders Build Winning Teams – Role-specific hiring and training strategies
(26:53) The Key to Business Growth: Value-Driven Selling

Check out the free resources from Inovayt here.

Send us an email: [email protected]

The Numbers Game is brought to you by Future Advisory & Inovayt.

Hosts:
Nick Reilly
Jason Robinson
Martin Vidakovic

This podcast is produced by VIDPOD.

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