And 7 years of running a sales training service I know I don’t look old enough to have been in sales for 58 years, but I am.  Soon, I will turn 58.  And I have been in sales my whole life.  So have you.  And so has everyone you meet. The reason for this topic […]

“Does your product solve a producer’s problem?” Customers purchase solutions to their problems! No problem…..No Purchase Listen in as we discuss the importance of understanding the problem that your product solves. A recent Ag Tech webinar prompted this topic. This lesson could be helpful for you as your company launches new products or services.

Unique thoughts that can help you when selling on-farm Sounds crazy, but to achieve success, you have to put up with spending 99% of your time on tedious, monotonous, and boring tasks just to have that 1% of successful moments. Listen in as I go through this topic and the other two thoughts to help […]

Lessons learned from a fan poster Last weekend, I had the great pleasure of competing in another Ironman race.  As always, thousands of fans lined the streets and cheered us on as we swam 2.4 miles, biked 112 miles, and finally capped it all off with a 26.2-mile run.  Fans and the posters they hold […]

Just like an annual physical, we need to stop at some point and take some tests, check the numbers, evaluate the business, review our results, and set goals for the new year.  This is part preventative and part proactive.  Listen in as we go over some of the tests and analysis you should look at […]

“I sure hope another salesperson stops by today!” Listen in today to get help with one of your biggest dilemmas.  One of the most common reasons for not prospecting or cold calling is that salespeople don’t want to be pushy, salesy.  They don’t want to be a bother. As salespeople, we want to be wanted. […]

Interview with Pat Sullivan from AgVend Listen in as we discuss Ag tech software and how it can make you more efficient so you can get on more farms and help more customers. Not to mention making sense of all the data you have so you can make better more informed decisions Key Interview Times: […]

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.  […]