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Education

• Big game
• Small game
• Active
• Bait/tree stand
Camouflage
Hunting types seen Camouflage typically brings to mind fatigues and face

paint, but in a sales context, camouflage refers to someone
through a sales lens dressed as a customer or business associate. Have you ever
walked into a location and immediately been asked, "What

prospect in jeans, you may be sending the vibe that you
By Bill Pirtle are you selling?" If you wear a suit when approaching a
SpotOn Transact LLC don't see yourself at their level. This may create a barrier
to rapport. By dressing similarly to the prospect, you can
any companies that recruit and hire sales- be seen as at the same level and gain rapport more quickly.
people mention a desire for hunter/seeker Big game
types. What they mean is they want sales-
M people who can create and drive their own In sales, industry giants or Fortune 500 prospects can be
sales through cold calling. Curious about comparing sales- likened to big game such as elephants. Midsize businesses
people to hunters, I googled types of hunting and found could be likened to elk or deer. When going after top
the following categories that can be used as analogies for companies, you need different strategies to accommodate
different sales approaches: sales cycles that may take months. With midsize
• Camouflage businesses (or restaurants in the payments industry) you
will typically be looking at five to 10 calls to close a deal.
This requires patience. Most salespeople targeting
midsize businesses have multiple opportunities in
their pipeline.
Small game

We’re More Than an Authorization In sales, small game refers to small businesses or mom-
and-pop locations. In the credit card processing/ POS
We’re The Best Solution For You and Your Merchants world, small businesses typically have a credit card
processing volume of $10,000 to $50,000 per month.
In sales, these accounts are called rabbits. Small
businesses are usually a one-call close, maybe two.
New salespeople will often focus on these businesses
to hone their skills. They will make less per account,
but they can use these to build wins and production
bonuses.
RETAIL/POS DEVELOPERS
MOBILE Whether earning residuals or building accounts
into repeat sales, most salespeople would be wise
to pursue small and big game. Focusing exclusively
on larger businesses can cost you when they switch
service providers. Salespeople with a mix of accounts
will benefit by being able to maintain sales under
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different environments.
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Contactless/NFC • EMV • Level III • Inventory • CDM • Bill Pay • Recurring Payments Active hunters stalk their prey. While many
salespeople just look for a pulse and use more of a
Through our ePN Partnership, ISOs/MSPs will experience:
• No fee, lead distribution shotgun approach. True hunters study the game
• FREE online documentation, development test account, and sample code for they seek. Rarely will you see a hunter set out to
experienced developers target deer, become frustrated, and shoot at rabbits
• FREE brandable marketing materials through our Reseller Support Center or squirrels just to bring something home. Many
(800) 296-4810 • eProcessingNetwork.com professional salespeople go after certain verticals. As
they learn what appeals to one business owner in a
© eProcessing Network, LLC. All Rights Reserved. All trademarks are the property of their respective holders. vertical, they find others in that vertical who desire
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