I was with a client the other day and he was telling me about the tools he’s creating to help his professionals engage with their clients. These tools identify industry-type issues and knowledge that will help the client avoid increased costs and/or be more profitable. Don’t tell him, but while he was talking, I started thinking of what I had written in my book Hunter Extraordinaire: Sage Advice from the Lucky Guy Series — specifically on pages 2 and 3, as follows:

Here’s what the clients/customers say about the types of sales reps labeled “The Challenger”:

1. They offer unique and valuable perspectives on our market.
2. They help navigate alternatives.
3. They provide ongoing advice or consultation.
4. They help me avoid potential land mines.
5. They educate me on new issues and outcomes.

Suffice it to say that at Doescher Advisors, we believe the most successful new business developers “help” their clients/customers; they do not “sell” them.

So when I think about this blog’s title question and my experiences over the years, my answer is yes.

In my opinion, Hunters are very difficult to find. That being said, I would let the Hunters do their thing, but also figure out a way to have them occasionally interact with your major clients to achieve the benefits discussed in the book The Challenger Sale, by Matthew Dixson and Brent Adamson.