First tip: Understand the culture of your customer
Hunters (new customer) need to answer this question:
Where is the power ?
There is only 1 Decision maker for each buy !
Even when you have a buying center or a whole lot of different influencers, in the end there is 1 person who will decide to buy.
You need to identify this person and you need to sell to this person.
Farmers (existing customer) need to answer this question:
What is my customer’s true nature ?
True nature means: what is the culture of my customer ?
Understand the culture of your customer and act accordingly.
If your contact hates to report problems to his/her upper management, support to solve all problems before escalation.
If your contact wants to get promoted, support him/her to get promoted.