🤩 Today’s SPIN® Behaviour Challenge

Your company calls you an Account Executive. But are you a hunter or a farmer?

Most enterprise sellers don’t know.
And that identity crisis is quietly killing their numbers.

They chase new logos when they should be expanding existing ones. They nurture accounts when they should be opening new conversations. They confuse being busy with being strategic.

In 2026, the blur between hunting and farming isn’t a job description problem. It’s a SPIN® challenge.

🛠 Two Modes. Two Completely Different Question Sets from the same framework.

Hunters and farmers both use SPIN®. But they’re playing different games.

The Hunter uses Implication questions to create urgency where none exists yet:

“If this gap isn’t closed in Q3 — what does that cost you?”

The Farmer uses Need-Payoff questions to expand value already proven:

“Now that you’ve solved X — where else in the business does that problem still live?”

Same methodology. Completely different orientation.

The mistake most sellers make? They apply farming questions to hunting situations — and wonder why prospects feel no urgency.

They apply hunting questions to existing accounts — and wonder why clients feel destabilised.

SPIN® without context is just interrogation.

THE CHALLENGE:
Know Your Mode Before You Dial

Before your next client conversation, ask yourself one question:

“Am I here to create a new problem awareness — or to expand on a solved one?”

Hunter: Lead with Implication. Make the invisible cost visible.

Farmer: Lead with Need-Payoff. Make the proven value expandable.

The best enterprise sellers in 2026 aren’t hunters or farmers.

They’re strategists who know which hat to wear — and when to switch.

✅ The identity crisis ends when the strategy begins.

Drop “STRATEGY” in the comments if you know which mode you’re in today 👇​​​​​​​​​​​​​​​​

Need inspiration — text “30 min” on my mobile +4526700356

All the best.

Anders 🤩

#EnterpriseSelling #Huthwaite #SPINselling #BuyingCycle #SalesLeadership

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