The first year of developing a new sales territory is a daunting task-especially in dog-eat-dog
industries. The traditional advice is to train quickly on product grab a customer list start
calling for appointments discover opportunities and close deals. In fact almost every sales
model out there is based on nothing more than opportunity management. But jumping straight to
opportunity will have new salespeople-or veterans developing new territories-chasing their
tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major
Accounts in Half the Time Using Trust as Your Weapon details there is a significant problem
you must overcome when opening up new accounts and territories. No matter what you are selling
your prospect already has a trusted relationship with an incumbent vendor and will continue to
buy from that vendor even when you have the better solution. The playing field is not level-and
you're on the wrong side. So how can you compete to win? Trust is the grease that makes
business sales effortless writes sales pro and trainer Dave Monty. Opportunity metrics are
important but trust-and a few sharp insider tactics Monty reveals-is the guidepost that leads
to success. His sales model therefore incorporates metrics based on trust along with
traditional sales measures. That is the fuel that helps you not just turn virgin territory into
a consistent revenue generator but helps you win over potential accounts that now use
competitive products. Sales Hunting helps you start establishing trust before you step foot in
a prospect's door and it shows you the tactics necessary to penetrate new accounts. Once you
gain access trust can be used as systematic way to build long-lasting relationships tha
