What separates a good agricultural salesperson from a great one?

For Bonita Everts, Grower Business Development Manager at Netafim Australia, it starts with listening.

Originally from South Africa, Bonita has built her career across fertiliser, vegetable seed and now precision irrigation — learning how to sell into agricultural markets where relationships, trust and credibility matter.

In this episode of Selling in the Paddock, Georgia and Bonita unpack the difference between pushing a product and creating genuine pull from the market.

Bonita shares why the best salespeople don't walk onto farm and unload everything they know. They listen first, understand what the grower actually needs, and then offer the right solution.

They also explore the complexity of selling through a dealer or reseller network. How do you create demand with the grower while bringing the dealer along for the journey? Bonita's answer is simple: get alongside them. Jump in the ute. Visit growers together. Educate. Support. Make it easier for everyone to do business.

And then there's the part of sales nobody avoids forever: when things go wrong.

Bonita shares the story of a major fertiliser delivery that didn't arrive when a customer needed it. After a heated phone call — and admitting she didn't handle the initial conversation particularly well — she chose to face the situation head-on, drove to see the customer and worked to make it right.

That customer ultimately became one of her best clients.

Georgia and Bonita discuss why difficult conversations can actually strengthen relationships when we're prepared to show up, take responsibility and work towards a solution rather than putting our head in the sand.

They also dig into persistence, confidence and one of the most valuable questions a salesperson can ask:

“If you're telling me no, I want to understand why.”

Because a no isn't necessarily a failure. Sometimes it's feedback. Sometimes it's timing. And sometimes it's simply a delayed yes.

In this episode:

• Why great salespeople listen before they sell

• The difference between push selling and creating pull

• Selling effectively through dealers and resellers

• Becoming the “voice of the grower”

• Why product knowledge alone doesn't make a great salesperson

• What to do when something goes wrong with a customer

• Managing expectations and having difficult conversations

• Persistence without simply pushing harder

• Why you should understand the reason behind a “no”

• Bonita's journey from South Africa to Australian agriculture

A brilliant conversation about sales, agriculture, relationships and the willingness to keep learning — because ultimately, great agricultural sales isn't about pushing product.

It's about understanding people.

What do 500+ conversations with people across Australian agriculture teach you about selling?

Quite a lot, as it turns out.

In this episode of Selling in the Paddock, Georgia sits down with Oli Le Lievre, founder of Humans of Agriculture, to unpack what years of interviewing people across the industry have taught him about curiosity, trust, relationships and what makes people open up.

Oli shares why genuine curiosity is one of the fastest ways to build connection — and why people can tell when you're asking questions because you're truly interested versus simply waiting for your opportunity to sell.

They explore the difference between listening and actually hearing someone, why there are no shortcuts to trust, and how your reputation in agriculture often arrives at the farm gate before you do.

The conversation also gets into an interesting tension Oli is experiencing as Humans of Agriculture grows: how do you remain deeply relationship-focused while being unapologetic about the fact that business ultimately needs a transaction?

And then there's the question that might just require a whole new podcast…

Apparently, according to the next generation, when you're doing something brilliantly, you're “cooking”.

When you're doing something terrible?

You're “selling”. 😂

Which raises a much bigger question: if so many people have a negative reaction to the word selling, particularly in agriculture, do we need to rethink what great selling actually looks like?

This episode is ultimately a conversation about people — understanding them, listening to them, earning their trust and building relationships that last.

Because as Oli puts it, in agriculture there may not really be sales roles at all.

They might just be relationship management roles.

🎧 If you work in agricultural sales, leadership, recruitment or simply spend your days building relationships across the industry, this one's worth a listen.

What separates a good salesperson in agriculture from a great one?

According to Edward O’Dwyer, it might be something surprisingly simple: patience.

In this episode of Selling in the Paddock, I sit down with agribusiness capital markets strategist Edward O’Dwyer for a wide-ranging conversation about agriculture, sales, relationships, investment and the value of knowing when to stop talking and start listening.

Edward’s career has taken him from growing up on a cattle property south of Toowoomba, to jackarooing, horse racing stables, selling LandCruisers, working in major agribusiness real estate and negotiating multi-million-dollar agricultural transactions.

And through all of it, one theme keeps coming back: people.

We talk about why some of the best salespeople Edward has worked with have been calm, patient listeners who are genuinely more interested in their customer than themselves.

We also unpack:

🌱 Why patience can get you everywhere in agricultural sales
👂 Why listening is one of the most underrated sales skills
🤝 What turns a sales rep into a genuine trusted advisor
💰 Why knowing your own value matters when you sell
🚜 How Edward went from the farm to major agricultural property transactions
🐂 Why understanding both sides of a deal matters
📈 How the capital landscape in Australian agriculture is changing
🌏 Where Edward sees opportunities emerging across agriculture, sustainability and investment
💡 Why farmers need to continually adapt, take calculated risks and go back to the drawing board
✈️ Edward’s advice for young people wanting to build a career in agricultural sales

One of my favourite parts of this conversation is Edward’s story about the rural sales rep who essentially managed his farming calendar for him — knowing what he needed, when he needed it and, importantly, understanding where Edward could afford to cut a corner and where he absolutely couldn’t.

That’s not order-taking.

That’s becoming a trusted advisor.

There’s plenty of gold in this one for anyone working in agricultural sales, agribusiness or simply interested in what makes great relationships work.

🎧 Grab a coffee — piccolo if you're joining Edward — and enjoy this episode of Selling in the Paddock.

Agriculture has always had its challenges — labour shortages, rising costs, seasonal pressures, changing markets and plenty of things completely outside our control.

So when times are tough, how do we keep moving forward?

Recorded live at Hort Connections, Georgia sits down with Michael Rogers, CEO of Agri Labour Australia, to talk about people, connection and why agriculture needs to keep telling its story.

Michael shares the enormous task of helping supply Australian agriculture with the people it needs — including around 1,000 farm workers and 1,500 backpackers working across horticulture, meat processing, nuts, cotton and grain.

They explore the realities of managing seasonal workforces, navigating language and cultural differences, and why sometimes the most effective communication isn't complicated at all: show people what good looks like.

The conversation then turns to something much bigger — the importance of connection when agriculture is doing it tough.

Michael explains why events like Hort Connections matter: they get people out of their own businesses and paddocks, talking to others, sharing what's happening and realising you're not the only one finding things difficult.

And while the challenges facing Australian agriculture are real, Michael offers an important reminder:

Look at how far we've already come.

From international market access to innovation and workforce development, agriculture has solved enormous problems before — and looking backwards can sometimes give us the perspective we need to look forward.

Georgia and Michael also discuss why agricultural businesses need to continue telling their stories, celebrating what's working and being willing to put their hands up when things don't go to plan.

Because whether you're selling a product, attracting workers or building trust in an industry, people need to understand the story behind what you do.

🎧 A short conversation about people, perspective and continuing to move agriculture forward — even when the road ahead feels difficult.

Recorded live at Hort Connections, Georgia Stormont sits down with Hany Erian, Business Manager – Agrichemicals Australia & New Zealand at Bisley & Company, to discuss what it really takes to build lasting customer relationships and successfully grow into new markets.

After relocating to Christchurch to establish Bisley's New Zealand operation, Hany shares how persistence, preparation and genuine customer focus helped grow the business to more than $1 million in sales within six months.

Rather than simply chasing orders, Hany explains why the best salespeople become trusted advisers—understanding market trends, sharing valuable insights before customers ask, and consistently putting the customer's success first.

Whether you're selling into agriculture or any relationship-driven industry, this conversation is full of practical lessons on creating trust, adding value and becoming the person your customers call first.

• Establishing Bisley's presence in New Zealand.
• Why persistence is one of the most important sales skills.
• Using research and preparation to open new opportunities.
• Building relationships through consistency and follow-up.
• Why customers care more about what's in it for them than what's in it for you.
• How to stay ahead of market trends and provide proactive advice.
• Moving from being a salesperson to becoming a trusted adviser.
• Creating long-term partnerships instead of simply winning orders.

If you enjoyed this episode, don't forget to subscribe, leave a review, and share it with someone looking to build stronger customer relationships and greater commercial confidence.

In this episode, we discuss:

This week's guest is a little different… and that's exactly why I wanted her on the podcast.

Jo Townsend is Head of Crime and Investigations at Ronde. Over a career spanning more than two decades, she's worked as a reporter, producer, executive producer and director across some of Australia's biggest newsrooms, including Nine News, 60 Minutes and the ABC's 7.30 Report. Today she's creating some of Australia's most watched true crime documentaries and podcasts.

So why invite a true crime journalist onto a sales podcast?

Because when you strip away the cameras and courtrooms, Jo's work is built on the same foundations as great selling:

• Building trust quickly.
• Asking better questions.
• Listening more than talking.
• Helping people feel safe enough to open up.
• Understanding that people rarely behave the way we expect them to.

In this conversation we explore:

• Why people never behave the way you expect them to.
• The importance of meeting people where they are.
• How to build trust in difficult conversations.
• Why "Tell me more…" might be the most powerful question you can ask.
• The role of silence in uncovering what really matters.
• Why understanding your value makes it easier to walk away from the wrong opportunities.
• What true crime, storytelling and sales all have in common.
• Jo's journey through a male-dominated industry and the lessons she's learnt along the way.
• How AI is changing journalism—and what it still can't replace.

Whether you're selling tractors, agronomy advice, professional services or documentaries, this episode is a masterclass in human behaviour.

Because at the end of the day…

People buy from people they trust.

Jo Townsend is the Head of Crime and Investigations at Ronde, leading the development of investigative documentaries and podcasts seen by millions of viewers in Australia and around the world. She has worked as a journalist, producer, executive producer and director for more than 20 years, including roles with Nine News, 60 Minutes and the ABC's 7.30 Report. Today she continues to tell some of Australia's most compelling true crime stories while championing thoughtful journalism and powerful storytelling.

One small suggestion: I'd consider tweaking the title to make it even more clickable:

🎙️ The Sales Lessons Hidden in True Crime | Jo Townsend

It creates a stronger curiosity gap and aligns beautifully with your audience—they'll immediately wonder, "What on earth could true crime possibly teach me about selling?"

About Jo Townsend

Fresh produce has never been easy... and according to Harvest Moon's Commercial Operations Manager, Nathan Bisha, it's only getting tougher.

Recorded live from the floor at Hort Connections, Georgia catches up with Nathan to discuss the realities of today's horticulture industry, why creating value has never been more important, and how Harvest Moon continues to stand out through innovation, quality and exceptional customer service.

Having worked together for many years, first as supplier and customer and now as business partners, the conversation also highlights the importance of long-term relationships across Australian agriculture.

In this episode you'll learn:

• Why fresh produce businesses are under more pressure than ever
• The challenge of rising costs and shrinking margins
• How Harvest Moon is creating value through innovation, not just price
• The success story behind Snackable Carrots
• Why innovation extends beyond products into farming practices
• How service has become one of Harvest Moon's biggest competitive advantages
• Nathan's biggest takeaways from Hort Connections and why industry events continue to matter

Whether you're a grower, supplier, agronomist or sales professional, this episode is a reminder that in challenging markets, businesses that continue to innovate and invest in relationships are the ones that stay ahead.

Connect with Georgia Stormont

If you're passionate about improving the way agriculture sells, communicates and builds stronger customer relationships, follow Selling in the Paddock for practical conversations with the people shaping Australian agriculture.

🎧 New episodes released every week.

Selling in Agriculture Starts with Authenticity, Empathy and the Long Game

In this episode of Selling in the Paddock, Georgia sits down with Ged Sippel, Head of Vegetable Seeds at Syngenta, responsible for Australia, New Zealand, Japan, Korea and Taiwan.

Recorded live at Hort Connections in Adelaide, they discuss what it's really like leading a global seed business through challenging market conditions and why the future of agricultural sales isn't about having all the answers—it's about asking better questions.

Ged shares why Syngenta sees itself as part of the same ecosystem as growers, experiencing many of the same pressures, and why empathy, authenticity and curiosity are essential for building trusted relationships in agriculture.

Together they explore why selling in agriculture is different, why growers value genuine partnerships over polished sales pitches, and why the best salespeople are prepared to learn before they lead.

• Why agriculture is different from almost every other sales industry
• How empathy builds stronger customer relationships during difficult seasons
• Why authenticity matters more than trying to be the expert
• The importance of curiosity when working alongside growers
• How trial work creates trust long before it creates sales
• Why farmers are some of the best teachers if you're prepared to listen
• The value of industry events like Hort Connections for both customers and teams
• Why strong internal relationships are just as important as external ones
• How networks built today often become opportunities months or even years later

Whether you're selling seed, fertiliser, machinery, finance or advisory services, this episode is a reminder that the strongest commercial relationships are built on genuine conversations, shared learning and playing the long game.

Key Quote

"Come from a genuine, authentic position. Our role isn't to tell growers how to grow a crop—it's to understand their challenges and see where we might be able to help."

— Ged Sippel

Connect with Georgia

If you're passionate about changing the way agriculture thinks about selling, make sure you follow Selling in the Paddock for more conversations with leaders from across Australian agriculture.

Connect with Georgia on LinkedIn for practical insights on sales, communication, leadership and commercial confidence in agriculture.

In this episode you'll hear:

What separates a good agricultural salesperson from a great one?

According to Danny Thornton from Agreva, it starts with understanding the value you bring.

In this episode of Selling in the Paddock, Georgia Stormont sits down with Danny at Hort Connections to explore what it really takes to build trust with growers, introduce new technology into agriculture, and have commercial conversations that create long-term relationships.

They discuss why technical credibility matters, how biological products are changing the future of Australian agriculture, and why growers don't buy claims—they buy confidence.

One of the biggest takeaways?

Trust isn't built by telling someone your product works.

It's built by proving it.

Danny also shares why Agreva invests heavily in local Australian trials, recognising the outstanding work of Steve Lorimer and the technical team in generating the evidence growers need before making important decisions.

• Why understanding your own value changes the way you sell.
• The difference between technical knowledge and commercial confidence.
• How biologicals and traditional chemistry can work together.
• Why Australian field trials are essential for building grower trust.
• How great salespeople focus on adding value instead of visiting everyone.
• Why face-to-face conversations still matter in agriculture.
• How challenges such as rising fertiliser costs are creating opportunities for innovation.

If you work in agricultural sales, agronomy, crop protection or horticulture, this episode is packed with practical insights on building trust, creating value and having better commercial conversations.

Because in agriculture...

Selling isn't about convincing.

It's about understanding.

Connect with Georgia Stormont

Follow Selling in the Paddock for weekly conversations with some of the best minds in Australian agriculture, sharing practical lessons on sales, leadership and communication.

If you enjoyed this episode, share it with someone who sells into agriculture and leave a review to help more people discover the podcast.

In this episode you'll learn:

Recorded live from Hort Connections 2026, Georgia sits down with Paul Crack from Yara Australia to discuss the challenges and opportunities facing Australian growers and the critical role nutrition plays in producing high-quality crops.

With rising input costs, changing market conditions and increasing pressure to improve productivity, Paul shares insights into how growers can make better decisions, maximise returns and build resilience for the future.

In this episode, we discuss:

🌱 The current outlook for Australian horticulture

🌱 How fertiliser decisions impact crop performance and profitability

🌱 The challenges growers are navigating in today's market

🌱 Balancing productivity, efficiency and long-term sustainability

🌱 The importance of trusted advice and strong industry relationships

🌱 Innovation and technology shaping the future of crop nutrition

🌱 What Yara is seeing on the ground across Australian farming businesses

🌱 Why events like Hort Connections are so valuable for collaboration and industry growth

Whether you're a grower, agronomist, supplier or simply passionate about agriculture, this conversation provides practical insights into the factors driving success in modern horticulture.

#SellingInThePaddock #HortConnections2026 #YaraAustralia #CropNutrition #Horticulture #Agriculture #GrowerSuccess #Leadership #AustralianAgriculture #Fertiliser