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 navigate the deep waters of selling in agribusiness Today, as you jump into your pickup and venture out into your sales territory, remember that there can be some treacherous waters out there. These waters are filled with dangerous reefs, strong currents, and menacing creatures. But they are also filled with opportunities, new worlds, […]
How to differentiate from competitors and increase your selling success One of my favorite training points with any audience is on the subject of differentiation. It should be the first step in your sales career because it completes the most important phrase in your vocabulary: “Customers hire me to _________ when they want (because) ___________.” […]
3 sales math equations to make you more successful when selling in agribusiness Several years ago, I wrote the blog, “Sales Math”. The reason I wrote it was the lack of understanding that I saw in new and experienced salespeople alike. When coaching or training a salesperson, I explore their understanding of these basic equations. […]
3 Frequently Asked Questions I get as a sales trainer and coach It’s the most often asked question in all of my 30 years as a salesperson, manager, coach, and trainer. It’s a great question but has a very long answer. However, here are a few concepts to help answer the question: 2. “I am […]
7 Benefits of going from a salesperson to The Trusted Advisor in your market Selling in any profession can be tough. Selling in agribusiness can be even tougher. Our farmers (customers) operate on narrow margins. They have high cash investments to plant a crop or raise livestock. Our customers manage a complex, high cash, low […]
“Pain Relief” for the Ag Sales Professional In sales, let’s hope most of us are not avoiding physical pain. Hopefully, no one is threatening you or you are not in an unsafe environment. However, when you pick up the keys to the company pickup truck and agree to go forth and sell, you are now […]
The most important topic to discuss when time is limited Ever get on a farm call and get rushed into giving your sales “pitch” and then rushed off the farm? If you’ve been selling for a week, I’m sure that has already happened. One of the struggles most salespeople run into is over-presenting on their […]
The process of going through a short-term coaching program to propel you forward Nancy Vander Byl from Core Cool Systems joins me in this week’s episode. You may recognize her journey as she struggles to launch a new product line in a large geographic territory – North America! Most dairy cattle buildings are cooled by […]
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