The Blog for the Ag Sales Professional
An Agriculture blog dedicated to selling in agribusiness. These Ag blog articles focus on the best practices for selling to farmers and livestock producers. We also focus on those salespeople who call on Ag buyers at the thousands of agribusinesses that serve the farming community
How to differentiate yourself from all those competitors who are out there “winging it”! “Well, we bombed that one,” Ken blurted out as soon as we were back in the pick-up. “We?” I jabbed back with a smile to lighten the mood a bit. “I botched it bad. I have all that information he was […]
To farmers and agribusiness buyers, we all look the same. So, figure out how to change the game. A white Ford pickup, slowly rolling into the driveway, a hesitation on getting out of the pick-up, and a look of “I hope I’m not too salesy”. Let’s face it. We all look the same […]
They need you now, more than ever before Strategies for showing up and making a difference for your customers Originally published in the winter edition of Wisconsin Agribusiness Association’s Magazine WABA Magazine As the crowd of several hundred took their seats and the announcer began reading my intro, I had a thought on how to […]
3 steps to prevent lost sales Shaun was diligently asking all the right questions and running right through the proper selling process with Alex, a dairy feed prospect we were calling on. Shaun, “Are you where you want to be on production with your cows?” Alex, “Well, of course not. We always want more,” he […]
A new look at an old tradition For most of us, the next few days will involve one of the most socially awkward and potentially boring events of the year: The dreaded company Christmas party. If you’re fortunate, it might be an hour towards the end of the day today or next Monday with […]
How You are disengaging half of your customers! For them, socializing is actually painful We start our selling process by the book and with good intentions. We are taught in sales that people buy from people…. Or, people buy from people they like or trust. All very true. So, we think that before we go […]
What to do when you inherit a dysfunctional territory Agribusiness is a very old and mature industry, with thousands of sales territories out there for us to work in. Most likely you inherited your sales territory. Except for a retirement, we don’t typically inherit the best territory in the market. Sales managers don’t look […]
Data Tells but the Story Sells Think about this statistic…. when speaking to an audience, only 5% of the people in the room will remember a statistic after you finish your presentation. However, 63% will remember a story you told. Don’t believe me? Test for […]
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