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Farm Don't Hunt Summary

Guy Nirpaz

Farm Don't Hunt

by Guy Nirpaz

Farm Don't Hunt

Guy Nirpaz

Clock Icon5 min
Insight Icon3 key insights
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Farm Don't Hunt is a business strategy book that demonstrates how to maximize profits by focusing on long-term customer success.

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Farm Don't Hunt

by Guy Nirpaz

Farm Don't Hunt

Guy Nirpaz

Overview

The internet has flipped the rules of commerce upside down, providing customers with more data and higher expectations. The once nearly universal sales attitude of hunting a one-off sale and big payday has been replaced with the customer service philosophy of farming existing and similar customers with quality service and customer retention. Profitability and customer success do not come in one lump sum, but arise from a trickle that slowly grows into a river.

Guy Nirpaz is the founder and CEO of Totango, a customer success software that tracks customer engagement and account vulnerabilities. Companies implementing the software have seen consistent and significant improvement in customer value over their lifecycle.

Farm Don't Hunt is a book of tactics for businesses of all sizes to keep customers and create ongoing and increased value from them through some simple repetitive processes to grow more naturally and quit chasing the sale.

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Favorite Quote

"Customers ... are no longer prey whose yield you capture at sale. Rather, they are like plants that must be encouraged to take root ... their yield gathered over time … You can no longer hunt them. They must be farmed."

Guy Nirpaz

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Farm Don't Hunt

Guy Nirpaz

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