Ag Sales Professional's Podcast by Greg Martinelli

Sales Team Evolution

Go-To-Market changes in a post-Pandemic world

How will you position your sales team to be successful

and profitable for the company?

First published in WABA Quarterly Magazine: Summer 2021 issue 

In every generation, there is that moment when life will never be the same.  These cataclysmic moments change us forever.  We will refer to life before and life after these events.  The pandemic will be that moment for our generation; just as the Great Depression and WWII were for our parents/grandparents.  These world events don’t necessarily cause evolution, but they speed it up.  They bring focused efforts to solve problems or create new ways of operating.

Go-To-Market Evolution:  Sales Team

How have we changed as a sales force in the last 14 months?

  Listen in as we cover what you need to be looking for when structuring your sales team!

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

7 Lessons from the Founder

Sales lessons from a great movie

Want to watch a great movie?  One that is entertaining and has seven critical selling skill lessons?  Several years ago, the “The Founder” came and went quickly through theatres.  So fast, most of us never had a chance to see it.  At first glance, it looks like a rags-to-riches heartwarming story of one of America’s great industry leaders.  It also looks like a movie no parent would want to watch; a movie about a restaurant we hate to go to, but our kids love to eat at.  Well, it is all of that, and so much more.  First, it doesn’t matter whether you like McDonald’s or not.  It’s not about the food.  Secondly, it doesn’t matter whether you think Ray Kroc was a brilliant entrepreneur or a controlling manipulator.  This movie portrays both.  You get to decide.  Either way, here are seven great lessons on selling skills that you should look for when you watch it tonight.

Persistence.......

Listen in as I discuss how an "over-the-hill" milkshake machine salesman builds an empire by using 7 critical selling skills

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Register here for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

Interview with Sara Beasley, Territory Business Manager

Join me today as I interview Sara Beasley from Koch Agronomic Services

Sara spent the last 14 years working in agribusiness sales.  Calling on producers and agribusiness buyers across the Midwest, Sara sat down with me to talk about two of the most critical selling skills:  Asking questions and following up.

 

Highlights:

0:24 - Two areas every salesperson needs to be focused on right now when selling

2:01 - How did you get into sales?

3:20 - Covering a large geographic territory

5:00 - How did you end up in sales?

7:01 - How to be a more effective salesperson

8:22 - How do you differentiate when your customer is called on by an army of salespeople?

14:15 - How do you get the opportunity to ask your customers high value questions?

19:45 - What's going on with industry events?

 

For further information:

www.Kochagranomicservices.com

 

_______________________________________________________________________________________

 

Register in advance for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

_______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

Using a napkin to increase sales

Sell to be understood, not to impress

 

Our waiter ushered us over to our table as we sat down in the small local diner.  My potential customer, Mark, knew the place well and most of the patrons in the diner.  After he got done saying hello to literally everyone in the diner, we made some initial small talk, and I started in on my planned questions around Mark’s operation.

Mark found it amusing that a computer problem was going to get him a free lunch and no sales presentation.  Little did he know, I had a backup plan.

Taking a page from my manager’s selling book, I grabbed a...

Listen in as I discuss how a computer battery and an impromptu use of a napkin helped make a sale.

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Register here for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

Marketing and Sales - Reaching Rural America with your Message

Join me today as I interview Cliff Callis from Callis Marketing

Cliff spent the last 34 years running Callis, a full service marketing and advertising agency.  In today's discussion, we talk about how marketing and sales work together and his approach at reaching rural America.

Podcast Highlights:

00:37 - The importance of research in your marketing efforts

4:00 - Focusing on Rural America

5:05 - The toughest struggles for a company marketing program:  Research, Planning, Budgeting

8:05 - ROI of Marketing and Budgeting:  the importance of the discovery phase

10:35 - Overcome the need to be everywhere and do everything in marketing: Prioritize and Measure

12:45 - Making sense of all the digital platforms in advertising

18:40 - Working with a customer to become the #1 brand in their market

21:50 - Connecting the marketing and sales team towards a common goal

24:38 - Content marketing- It works

26:40 - The Cornerstone Content Method they use

28:30 - Adjustments and changes to marketing since the pandemic

 

For further information on the Callis Marketing Agency

or to contact Cliff:

Web Site:  Callis

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Watch this new video on 

Customized Sales Training for the Ag Sales Team

Customized for Your Team

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Register in advance for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

_______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

The #1 Best Closing Question

Closing Skills

When I ask salespeople or sales managers, “What is the most important selling skill you want your sales team to improve?” the most common response is, “Closing Skills!”  

Listen in as I discuss Closing Skills to help you on your next sales call

______________________________________________________________________________________

 

Register here for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

Script and Rehearse Your Questions

Want to get better at asking questions

and

speed up the selling process?

In the last five years of training hundreds of salespeople, the one skill that everyone struggles with the most is - asking better questions.

Better questions give you better information and allows you to better help your customer.  And, by better, I mean faster and more effective.

If you get to the end of a sales call and have no real reason to return, it’s most likely because you didn’t ask enough good questions.  Why did this happen to you?

Listen in as I discuss two ways to improve your question skills in selling

______________________________________________________________________________________

 

Register in advance for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

"NO" for an Answer

Yes you will take "No" for an answer, or you might get thrown off the farm!

Traditional sales training preaches it.  “We don’t take No for an answer”.  Then, we get out in our territory and call on real world customers and prospects.  That’s when we find out the brutal reality.  We will be told “No”.  And at some point, we will have to accept it. 

This is when we are told, “Persist!  Fight through the objection!  Get them to say Yes!”  Good advice but few salespeople feel comfortable following this advice.  And even fewer know how to persist through a “No” response.

Listen in as I discuss how to persist through a NO response.....

without being annoying to your customer

_______________________________________________________________________________________

 

Register in advance for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

_______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

How to help your customers and your salespeople

Join me today as I interview Michele Payn.  

Michele spent the last 20 years working at the intersection of the farm and food.  Connecting those that produce our food with those that process it and consume it.  An international speaker and author, Michele sat down with me to talk about a topic that is very important in today's agribusiness world:  stress, stress management and the mental health of those that produce our food.  

 

Highlights:

3:30 - Tough conversations to have

5:10 - The #1 hurdle to dealing with stress and mental health topics

7:09 - The effects of chronic stress

8:20 - Steps you can take as a salesperson

13:01 - Isolation in farming and selling

14:30 - The #1 way to combat it

19:50 - Your customers and your salespeople need you now more than ever before

23:50 - Provide them with perspective

24:50 - Provide some historical examples

 

For further information on Michele and this topic:

www.CauseMatters.com

@MPaynSpeaker

Crucial Conversations in Agribusiness

Crucial Conversations in Agribusiness - PODCAST

They need you now more than ever before

They need you now more than ever before - PODCAST

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Register in advance for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

_______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!

Sell on the Follow-Up

The most important step in the selling process

Listen in as we discuss why it's so important to focus on getting back on the farm or in the buyer's office.

 

_______________________________________________________________________________________

 

Register in advance for this webinar:

                                    

Go from being a Good Salesperson to a Trusted Advisor

This virtual training course takes you through the process of becoming that trusted advisor to your customers.

Establishing yourself as the Go-To Salesperson to buy from.  Learn how to build your brand in the market to reduce objections.

“I bring everything I have to this course to show you a clear path on how to overcome the most common problems salespeople have in agribusiness. Along with my 30 years of selling and leading sales people, I pull from thousands who have gone through my training programs in the last five years.”

Click on the links above to watch the free webinar and enroll in the course to go from a good salesperson to a trusted advisor

_______________________________________________________________________________________

If this podcast helped you on your journey to being more effective in your selling, I ask you to share it with those who might also benefit from it.

Sign up for my weekly blog and podcast using the links on this page

As a final request, take a look at the newest book on the market written specifically for you!

   A Season for Sales:  Your Guide to Ag Sales Success 

The only book written specifically for the Ag Sales Professional, by an Ag Sales Professional!