Which is better to focus on, a producer’s needs or their wants? The short answer is Both! As farm profitability tightens up, so does the farmer’s wallet. Their first reaction will be to reduce spending across the board. Large ticket items like tractors, buildings, and expansions will immediately come to a screeching halt. The next […]
Which is better to focus on, a producer’s needs or their wants? The short answer is Both! As farm profitability tightens up, so does the farmer’s wallet. Their first reaction will be to reduce spending across the board. Your company’s reaction: Your company feels the brunt of this as your P&L statement begins to take […]
One with your top 5 and one with your manager After working with agribusiness sales teams from East to West Coast and from Texas to Alberta, I can tell you that every salesperson will benefit from having these two conversations right now. The outcome will help you focus your selling efforts on the two most […]
One with your top 5 and one with your manager After working with agribusiness sales teams from East to West Coast and from Texas to Alberta, I can tell you that every salesperson will benefit from having these two conversations right now. The outcome will help you focus your selling efforts on the two most […]
A needed selling skill for the tough economic times on the farm. Last week, we went over the fact that farmers shop harder during tough times. This week, I want to also remind salespeople that in tough times producers will reduce all expenses with their vendors. You are going to experience more “No” responses in […]
A needed selling skill when selling through tough economic times on the farm Last week, we went over the fact that farmers shop harder during tough times. This week, I want to also remind salespeople that in tough times producers will reduce all expenses with their vendors. You are going to experience more “No” responses […]
That’s both good news and bad news for the Ag sales professional If you haven’t guessed the theme for the last two months of my articles, it’s “Selling to farmers in tough economic times”. The focus has been and will continue to be about why this is a good time to be in sales. I […]
That’s both good news and bad news for the Ag sales professional If you haven’t guessed the theme for the last two months of my articles, it’s “Selling to farmers in tough economic times”. The focus has been and will continue to be about why this is a good time to be in sales. I […]
And the 1 message you must hear as an Ag Salesperson At this moment, our industry has become a noisy world of negative ag stories. Some are warranted, and some are not. In 2024, we had tough Ag economics and we are one week away from a president inauguration, which could add more stress to […]
And the 1 message you must hear as an Ag Salesperson At this moment, our industry has become a noisy world of negative ag stories. Some are warranted, and some are not. In 2024, we had tough Ag economics and we are one week away from a president inauguration, which could add more stress to […]
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