Are you passing or failing your customer’s test? Every day, an army of Ag salespeople drive up and down the county roads in search of sales.  Driving down the farm driveway, pulling into the agribusiness parking lot, and calling-texting-zooming with customers through the latest technology. All of us are out there making variations of these […]

It’s a very fine line There is a very fine line in the sales world that surrounds upselling.  Over the years, most of us have heard about the positive financial and sales results that go with upselling.  We train our salespeople and our customer service teams to engage in this strategy.  However, and this is […]

3 Lessons in 1 Cold Call Audiences and sales training workshops always seem to enjoy the adventure I share about my first day in sales.  Preparing for my transition into a sales role, I heard one recommendation over and over again.  “Greg, you need to prospect, a lot!”  Being an overachiever, I thought I would […]

The greatest sales method for growing your business Several years ago, my wife and I got hooked on watching the weight loss reality shows, Biggest Loser and Extreme Weight Loss. I learned one very important lesson from them.  No matter where you are, no matter how bad your current situation is, and no matter how […]

Listen or watch my interview with Alyx Selsmeyer Join us as we discuss Alyx’s agribusiness career from Wisconsin dairy farm kid to selling tractors and equipment in the US and Australia. How she made the big decision early in her career to journey to Australia and cover a very large and diverse market in Australia […]

The subtle view that makes a world of difference If you answer yes to any of the below questions, then this article is specifically written for you.  Also, if you are a sales manager and you answer yes for any of your salespeople, then this article is definitely written for you. Listen in as we […]

How a proactive HR resource can shape your company for success People Spark joins us today for insight on how to use your HR (human resources) department to build the culture you want, retain more of your employees, and be more profitable.  As the title says, HR is more than just paperwork.  In many companies […]

What would You tell Yourself,   If you could go back to the beginning of your sales career? Toward the end of many interviews, the interviewer will ask, “If you could go back to the beginning of your career, what would you say to yourself?” I find this to be a very interesting part of […]

And 3 ways to turn them around Every day in the agribusiness world, it happens.  Somewhere out there, good, hard-working salespeople are hustling, having success, doing all the right steps to grow their territory, and then it happens.  A “bad” thing happens to them.  Sometimes it’s their fault.  Sometimes, they happen with plenty of warning.  […]

It’s a primary role for every Ag Sales Professional The problem:  Working with Ag sales teams over the last 30 years, there is one common theme that runs through every one of those teams.  Most salespeople prefer to call on current customers at the expense of prospecting.  It doesn’t matter if they are selling agronomy, […]