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
Doing is more important The Information Age began in the 1970’s and is still going stronger than ever. So, it would make sense that knowing a lot of information would give someone or a company an advantage. Not necessarily so says, Pfeffer and Sutton in their 2000 book titled, “The Knowing-Doing Gap”. A great book […]
In confusing situations, here’s how to guide your customers to the right solutions The discussion had gone on for hours. We looked at seed varieties, multiple nitrogen strategies and several different herbicide programs on this sales call. I was riding along with an agronomist this past year as he met with several customers in the […]
Safety for the Ag Sales Professional With our general manager in earshot, it would always bring some mild humor to our day, when I would ask loudly, “Hey, where are the keys to the train?” This usually led to his exclamation, “Sales managers don’t drive trains!” Most kids are in awe of machinery. Especially big […]
Why should I buy from your company? Know the answers to these questions before your prospect asks! These two questions oftentimes stump an audience or individual I’m working with. If you are a salesperson, I encourage you to get really good at answering these questions. If you are a sales manager, bring this exercise […]
Who are “They”? “They” are those people in corporate…Those salespeople! The salesperson says, “They don’t get it. I wish “They” understood how hard it is out here! It’s easy to say those things or send an email, but let’s see them come out here and tell my customers that.” The manager in the corporate office […]
Is this where your next sales call will be? Customers are no doubt busy from time to time. Selling to farmers, livestock producers and agribusinesses is no different. There are times of the year when it seems virtually impossible to get an appointment. As harvest approaches, it can feel like farmers want nothing to do […]
30% of your salespeople are operating on wrong information and it could be killing sales for no reason! “We don’t deliver on Wednesday’s” “Every order has to be run through Mary in accounts receivable” “We only ship in full truckload quantities” “We can’t do […]
As we met with Sid in his farm shop, the conversation started out as so many before did. Rain! We talked about how much rain he got the night or days before. Not a bad topic as it is relevant to how his crops are doing and how much hay he will get off his […]
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