Two Paths to B2B Sales Success
B2B sales agents generally excel in one of two roles: hunting new business or managing and growing existing accounts. Understanding which style suits you best helps you choose the right opportunities and maximise your earnings potential.
The Hunter Profile
Hunters thrive on the thrill of opening new accounts. They are energised by prospecting, enjoy the challenge of cold outreach, and get their biggest satisfaction from winning a brand new client. Hunters need a high tolerance for rejection, strong resilience, and the ability to build rapport quickly with strangers.
The financial profile of hunting is typically feast or famine. New business commissions tend to be higher per deal, but the pipeline can be unpredictable. Hunters need to manage their finances carefully and maintain a robust pipeline to smooth out income fluctuations.
The Farmer Profile
Farmers excel at deepening relationships with existing clients. They are patient, detail oriented, and skilled at identifying expansion opportunities within accounts they already serve. Farmers build trust over time and generate revenue through upsells, cross sells, and contract renewals.
The financial profile of farming is more predictable. Account management commissions may be lower per transaction, but the consistent flow of renewals and expansions creates steady income. Many experienced agents transition toward farming as they build their client base.
Hybrid Roles
Some of the most successful B2B agents combine both styles. They hunt for new accounts aggressively, then transition into a farming mode once the account is established. This approach builds a growing base of recurring revenue while continuing to add new logos.
Zepys supports both hunting and farming agents by providing flexible deal tracking that accommodates new business commissions, renewal commissions, and expansion revenue within the same platform. Whether you are closing your first deal with a new client or managing the fifth upsell within an existing account, the platform adapts to your workflow.
Choosing Your Path
Reflect on what energises you. Do you love the chase or the relationship? Are you comfortable with rejection or do you prefer certainty? There is no wrong answer, but aligning your role with your natural strengths dramatically improves both your performance and your job satisfaction.
Evolving Over Time
Your preference may change as your career develops. Many agents start as hunters, build a portfolio of accounts, and gradually shift toward account management. Allow your career to evolve naturally rather than forcing yourself into a role that no longer fits.