Hunters Farmers and Self-Deceivers

6 Pages Posted: 10 Mar 2010

Date Written: October 14, 2008


In the business world, there are two main types of salespeople: Hunters and Farmers. Hunters go out and find new customers, and Farmers maintain existing customer accounts. However, there is a third type of salesperson, one that no one ever claims to be, and this is the Self-Deceiver. These Self-Deceivers claim to be Hunters, but don't take the necessary steps to get there. Their intentions may be good, but they lack the commitment and follow-through needed to deliver the results they promise. Hunters and Farmers are an integral part of the success of every company, but Self-Deceivers end up wasting the company's time and money, as well as their own.

Suggested Citation

Dandrea, Ralph J., Hunters Farmers and Self-Deceivers (October 14, 2008). Available at SSRN: or

Ralph J. Dandrea (Contact Author)

ITX Corp. ( email )

1169 Pittsford-Victor Road
Suite 100
Pittsford, NY 14534
United States
585-899-4888 (Phone)
646-349-2651 (Fax)


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