More people than you think! Driving down Highway 26, I was “stewing” in my emotions. By that, I mean I was angry, upset, disappointed and frustrated. All at the same time. How you ask? I just came off a bad sales call. I failed to prepare for it the way I should have and […]
One of the big challenges we face in Agribusiness is the Silo Effect that keeps our teams from reaching their full potential. Silos are those walls that we build between our internal departments. Bring in a speaker who has not only tore down a few silos but also built a few in his 25 year […]
As a salesperson, you can tear down the walls that separate! As a sales trainer, consultant and coach, I start the process with a deep dive into current sales team strengths/weaknesses and the reinforcement or changes needed. This discussion typically goes on with the general manager or VP of Sales. In almost every case, […]
Originally published on Feedandgrain.com It takes the whole team to solve your industries biggest challenges! A look at the various roles departments play when introducing a new pellet to market There it was, piled high in the center of the table. Six months of testing, sampling and screening and there it was — the perfect pellet. […]
Stop price resistance and get paid more “Stop Price Resistance and Get Paid More”. It sounds like a dream, doesn’t it? No more price complaints AND you get paid more from your customers. It can happen, but it looks a lot different than you think. It’s no surprise that grain and livestock producers are […]
Data Tells but a Story Sells Which do you remember more, your 6th grade American History class or the historical scenes from Forrest Gump? For most of us, 6th grade was so long ago, we can’t even remember the teachers name, let alone what she said. Why? We think it is because it was boring. […]
How can Reality TV help you be a better Ag Sales Professional? Twenty-one years ago, I was running hills on a training run to get ready for my 7th marathon. As I did, something snapped in my ankle and suddenly I was in extreme pain and couldn’t put weight on it. No, it wasn’t my […]
Trap #1: What do you have for me today? See Last Week’s blog post for more on how to handle this situation Trap #2: What’s Your Price? Other potential versions of this are: “How much is this going to cost me?” or “I can’t afford that!” or for my grain buying friends, “What’s your basis?” […]
Over the years, I’ve had the pleasure of training many salespeople in the skills and art of becoming an Ag Sales Professional. While it’s true that selling is selling, there are some specifics that help when you know the industry you are training in. For this week’s article, I started to think about how I […]
It’s closing in on 30 years now that I’ve heard the same argument or should I say “pointed discussion” going on in the offices, feed mills, grain elevators and Ag Retail facilities. It goes something like this: The Salesperson says – “I am the eyes and ears of this business and nothing happens until something […]
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