The Huntineer's Hourglass: A Field Manual for Territory Sales Strategy, Pipeline Management, and Time Prioritization (The Huntineering Series)

Most salespeople are handed a territory and told one thing: go sell.No map.No strategy.No system for deciding where to spend their time.The result is predictable—wasted effort, missed opportunities, and constant pressure chasing deals that never close.The Huntineer’s Hourglass is the field manual every territory sales professional wishes they had on day one.Built from decades of experience leading national sales teams and rebuilding struggling territories, this book introduces the Huntineering System—a practical framework for turning chaos into a disciplined hunting plan.Instead of guessing where to focus, you’ll learn how to evaluate opportunities, prioritize targets, and execute with purpose.Inside, you’ll learn how to:• Identify the highest-value opportunities in your territory• Stop wasting time on low-probability deals• Build a repeatable system for managing accounts and pipelines• Prioritize opportunities using the Priority Scope• Evaluate deals using the Field Assessment Tool (FAT)• Turn strategy into action with the Field Execution Plan (FEP)• Protect your most valuable resource—timeThis is not theory.It’s a field manual for professionals responsible for producing results in real territories. Read more