If you are struggling to find, training and retain top-performing employees in your agri-business, you are not alone. Generational shifts, mergers, acquisitions and market disruption have increased the challenge of holding onto an employee for life. Listen in to this podcast as I interview Mark Waschek from Ag 1 Source as we discuss: 00:45 – All about […]
Is the Marketing Department not listening to the Sales Team? Are Salespeople not selling your products correctly, as promoted by the Marketing Department? Then listen in as Standing Partnership’s Growth Marketing Expert Andrea Shea sat down with Agribusiness Sales Coach Greg Martinelli recently to talk about how to align marketing and sales. Listen to the podcast Sales […]
Listen in as I am joined by Andrea Shea to discuss the role of Standing Partnership in bridging the gap that exists between Marketing Departments and Sales in many agribusinesses. Standing Partnership is a marketing communications company based in St. Louis with projects nationwide. For more information on Standing Partnership and their services or to […]
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 […]
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 […]
We wear complexity like a badge of honor Keeping it Simple “Well, it depends,” Chris told the producer. Inside my head, I was screaming at Chris to just make it easy and explain in simple terms. Unfortunately, he didn’t and the producer responded with the typical, “I don’t know. Let me think about it.” I’m […]
While you are driving down County Road C today, ask yourself a real question. “What am I worth to my customer versus my competition?” I mean really ask yourself this question. And put it into actual dollars per unit of whatever you sell. “Am I worth $10/ton of feed over my closest competitor?” “$20/bag of […]
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