The Farmer / Goldminer or the Diabolical Ironclad Beetle is one who finds prospects by digging deep down into leads, and current customers and using every discovery tool available to them. They see the data points in other business development tools, even search social media sights for current trends and talking points as well as speak to internal resources to always have the right answer at the right time.
We all know that beetles like to get dirty. They roll around in the mud and go places other people don’t like, don’t think to, or just won’t go. That’s why sellers with this persona do the extra work. Go where others don’t in order to close a deal. They find those nuggets of gold in the mud that others won’t sift through.