Dear Sales Managers… you're the problem.

That's just one of the uncomfortable truths Mark Hunter - Sales Hall of Famer, keynote speaker in 30+ countries, and author of three bestselling books - drops in this episode of The Rural Sales Show Podcast.

If you've ever lost a deal on price, struggled to motivate your team, or wondered why your best prospects keep going cold… this one is for you.

In this episode we cover:

• Why rejection is just a moment in time - and how to bounce back faster

• The #1 reason farmers default to price (and exactly how to reframe it)

• What separates top-performing sales reps from everyone else

• The daily routine that sets high performers up to win

• Why closing is never the problem - and what actually is

• How to use a CRM the right way to build lasting customer relationships

• Why integrity is your greatest competitive advantage in the age of AI

ABOUT MARK HUNTER

Mark Hunter - known globally as The Sales Hunter - has spent 30 years helping salespeople and organisations stop making excuses and start making contact. He's a Sales Hall of Famer, author of High-Profit Selling, High-Profit Prospecting, A Mind for Sales and his brand new release Integrity First Selling. He's spoken in more than 30 countries and works with some of the world's leading sales organisations.

ABOUT RURAL SALES SHOW PODCAST

The Rural Sales Success Podcast is New Zealand's home for practical, no-BS sales and leadership content built specifically for the rural and agricultural sector. Hosted by St John Craner.

TIMESTAMPS

00:00 - Introduction & Warren Buffett fun facts
06:37 - The mindset behind great sales
12:40 - Dealing with rejection and resilience
20:11 - Selling outcomes, not products
22:33 - How to handle the price objection in commodities
23:27 - Traits of top-performing sales reps
29:18 - How great sales managers behave
34:57 - Why managers are often the real problem
41:16 - CRM systems and customer facing time
42:33 - Mark Hunter's daily routine
51:05 - Closing as a natural process
55:08 - CRM done right
58:40 - The best sales advice Mark has ever given
59:22 - Integrity First Selling - the new book

Sales coaching shouldn’t be locked behind time, geography, or someone else’s calendar.

In this episode of The Rural Sales Show, St John Craner introduces FieldCoach — an AI-driven sales coaching tool built specifically to support rural sales professionals with practical, on-demand coaching whenever they need it.

Get started inside FieldCoach AI here: https://www.ruralsalessuccess1.com/fieldcoachai-welcome

St John unpacks the biggest challenge in rural sales development: traditional coaching is inconsistent, expensive, and often unavailable when it matters most — right before a farm call, after a tough objection, or when a rep needs help preparing for a key conversation.

Field Coach is designed to change that. It gives rural reps access to immediate training, objection-handling support, call preparation, and sales skill development — without needing to wait for the next workshop, manager visit, or monthly check-in.

You’ll learn:

• Why traditional sales coaching often fails rural teams

• The problem Field Coach was built to solve in rural sales development

• How AI can support real-world sales performance in the field

• The key features of Field Coach and how it works

• How the tool helps reps handle objections and sharpen sales conversations

• Why secure, accurate information matters when using AI in business

• How different coaching agents support different sales situations

• How rural sales professionals can use Field Coach to improve confidence, capability, and consistency

St John explains how Field Coach has been built with a practical rural lens — ensuring it doesn’t just generate generic advice, but delivers coaching that’s relevant, grounded, and aligned with real sales environments.

🎧 Listen now to discover how Field Coach is changing rural sales coaching — making high-quality development accessible, immediate, and tailored for the people who need it most.

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Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Great sales results aren’t accidental — they’re built on mindset, persistence, and trust.
In this episode of The Rural Sales Show, St John Craner sits down with Tony Meredith to unpack the fundamentals of effective sales training, leadership, and long-term performance.

Tony shares hard-earned insights on what separates average salespeople from exceptional ones — from handling objections with confidence to differentiating yourself in a crowded, competitive market. Together, they explore why mindset underpins everything in sales, and how trust remains the most powerful currency in any customer relationship.

The conversation also dives into leadership: how managers can coach better, manage their time more effectively, and build resilient, self-aware teams that don’t rely on constant direction.

You’ll learn:

• Why mindset and persistence drive consistent sales success

• How to overcome objections without becoming defensive

• What truly differentiates top salespeople in competitive markets

• The essential traits every high-performing rep must develop

• How sales leaders can coach more effectively (and manage their time better)

• Why self-coaching and resilience are non-negotiable in modern sales

• The importance of continuous learning in staying relevant

• How AI can enhance sales effectiveness without replacing human connection

Tony and St John unpack the discipline behind performance, the leadership habits that build strong teams, and the practical tools that help sales professionals stay sharp in an evolving marketplace.

🎧 Listen now to discover how strengthening your mindset, sharpening your skills, and leading with clarity can elevate both your sales results and your team’s performance.

📌 Resources:

• Learn more about Tony Meredith’s work here
• Connect with Tony Meredith on LinkedIn

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Great selling isn’t about pushing product — it’s about reframing conversations, building trust, and creating real value.

In this episode of The Rural Sales Show, St John Craner sits down with Tony Hughes, one of the most respected voices in modern sales, to unpack what selling looks like in a world being reshaped by technology, changing buyer expectations, and AI.

With decades of experience at the sharp end of sales and sales leadership, Tony shares why the best salespeople focus less on what they sell and more on how they help customers think differently. Together, they explore the power of reframing conversations, earning trust, and understanding what genuinely matters to buyers — not just what’s on the product sheet.

This conversation also tackles the evolving role of sales managers and why continuous learning is no longer optional for anyone serious about staying relevant.

You’ll learn:

• Why value creation matters more than product knowledge
• How reframing conversations changes buying outcomes
• The role trust plays in modern, consultative selling
• How AI is influencing the future of sales — and where humans still win
• Why great sales managers are critical to team performance
• The importance of continuous learning in a fast-changing market
• How to adapt your sales approach without losing authenticity
• What high-performing sales professionals do differently today

Tony and St John unpack what it really takes to sell effectively in today’s environment — blending timeless sales fundamentals with modern thinking on technology, leadership, and customer-centric selling.

🎧 Listen now to discover how reframing your sales conversations, sharpening your thinking, and embracing change can help you sell smarter — now and into the future.

📌 Resources:

• Learn more about Tony Hughes' works and his book Sentient.
• Connect with Tony Hughes on LinkedIn

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Confidence isn’t something you’re born with — it’s something you build through awareness, communication, and what you tell yourself every day.

In this episode of The Rural Sales Show, St John Craner sits down with Anthony Laye, a mentalist, behavioural expert, and keynote speaker, to explore how understanding human behaviour can dramatically improve the way you lead, sell, and show up.

Anthony shares his unexpected journey from running a carpentry business in the UK to becoming a sought-after speaker in Australia, unpacking the behavioural principles that sit behind confidence, influence, and trust. Together, they dive into the power of self-talk, the importance of creating psychological safety, and how body language and presence shape every interaction — often before a word is spoken.

This conversation is a deep look at the human side of performance, communication, and personal growth.

You’ll learn:

• Why confidence is built through awareness, not personality
• How self-talk shapes performance, belief, and behaviour
• The role trust and safety play in effective communication
• Why body language often matters more than words
• How to deliver messages clearly without creating resistance
• The importance of presence and how you show up for others
• How greater self-awareness leads to lasting personal change
• Simple shifts that build confidence and credibility in any interaction

Anthony and St John unpack the psychology behind influence, the mechanics of communication, and the subtle behaviours that separate those who connect easily from those who struggle to be heard — insights that apply whether you’re leading teams, selling in rural markets, or working on your own confidence.

🎧 Listen now to discover how mastering your internal dialogue and external communication can transform the way others respond to you — and the way you see yourself

📌 Resources:

• Learn more about Anthony Laye’s work: https://www.anthonylaye.com
• Connect with Anthony Laye on LinkedIn and Instagram

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Growth doesn’t happen by accident — it’s built through standards, action, and the willingness to reflect honestly.

In this episode of The Rural Sales Show, St John Craner takes time to reflect on the past year, sharing the lessons, challenges, and insights that shaped his thinking on leadership, performance, and progress.

From team dynamics and setting high standards to the growing role of AI in business, St John unpacks what he’s learned about doing the work that actually moves the needle. He talks candidly about the importance of routines, discipline, and making decisions — even when it’s uncomfortable — as essential ingredients for long-term success.

This is a conversation about ownership, momentum, and choosing to lead yourself first as we look ahead to what’s coming next.

You’ll learn:

• Why personal growth starts with honest reflection

• How strong team dynamics are built through clarity and standards

• The role routines play in sustaining high performance

• Why action beats intention every time

• How AI can be practically integrated into business, not feared

• What commitment really looks like when results matter

• Why waiting for the “right time” is the fastest way to stall progress

• How to position yourself for growth heading into 2026

St John challenges listeners to raise their standards, take responsibility for their development, and be proactive — not passive — about where they’re heading professionally and personally.

🎧 Listen now to reflect, reset, and recommit to the habits and decisions that will shape your success in the year ahead.

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Culture isn’t something you copy — it’s something you create.

In this episode of The Rural Sales Show, St John Craner sits down with Conrad Smith, former All Black and renowned leader, to explore what it really takes to build a team culture that lasts.

Drawing on his experience inside one of the most successful sporting teams on the planet, Conrad shares why authenticity matters more than imitation — and why the strongest cultures are those built deliberately, thoughtfully, and uniquely from the inside out. Instead of replicating what other teams do, the All Blacks invested in what genuinely aligned with their identity, values, and purpose.

This is a conversation about clarity, ownership, and choosing carefully where you put your energy — lessons that extend far beyond the rugby field into business, leadership, and life.

You’ll learn:

• Why great cultures aren’t copied — they’re crafted
• How authenticity creates alignment, buy-in, and pride
• Why teams must invest in what truly adds meaning and value
• How the All Blacks chose rituals and practices that reflected who they really were
• The leadership principles behind building a high-performing environment
• Why clarity of identity is foundational to sustainable success
• How teams can strengthen culture by owning their story and direction

Conrad and St John unpack what separates world-class teams from the rest — the intentionality, humility, and identity that shape how people show up and perform, whether on the field or in the workplace.

🎧Listen now to discover how authenticity, clarity, and cultural ownership can transform the way your team works together and what they believe they can achieve.

📌Resources:

• Learn more about Conrad here
• Connect with Conrad Smith on LinkedIn

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Leadership isn’t about doing more — it’s about leading better.

In this episode of The Rural Sales Show, St John Craner sits down with Jess Weiss, a leadership coach and organisational culture specialist, for a powerful conversation on what truly drives engagement, performance, and sustainable success inside teams.

Together, they unpack the rising issue of employee and manager disengagement — the silent cost to businesses everywhere — and explore how coaching, accountability, and clarity can transform how teams show up and perform. Jess shares her insights on how better conversations, smarter delegation, and stronger cultures create the conditions for people to thrive, not just survive.

They also dig into the importance of energy management over time management, a shift every modern leader needs to make to prevent burnout and maintain high performance for the long haul.

You’ll learn:

• Why disengagement is one of the most expensive problems in any business
• How manager disengagement creates ripple effects across entire teams
• The role coaching plays in lifting performance and improving culture
• How to master difficult conversations with confidence and clarity
• Why effective delegation increases ownership and empowers your people
• The power of vulnerability, curiosity, and continuous improvement in leadership
• Why energy management — not time management — is the key to sustainable success
• How to create a culture where accountability is expected, not avoided

Jess and St John dig deep into what it really takes to build teams that care, leaders who coach, and cultures that consistently deliver — lessons that apply whether you're leading a rural sales team, a growing business, or a busy organisation.

🎧 Listen now to discover how better leadership habits can transform engagement, performance, and the wellbeing of both you and your team.

📌 Resources:

• Learn more about Human Tribe.

• Connect with Jess Weiss on LinkedIn

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Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Understanding people isn’t a soft skill — it’s a sales skill.
In this episode of The Rural Sales Show, St John Craner sits down with Melina Palmer, an applied behavioral economist who has made it her mission to bring real-world behavioral science into everyday business and sales conversations.

Together, they explore Melina’s unexpected journey into behavioral economics and the powerful lessons it holds for anyone in sales, leadership, or customer-facing roles. From decision-making shortcuts to pricing psychology, Melina reveals why people do what they do — and how small tweaks in language and approach can shift the entire outcome of a conversation.

This is a masterclass in understanding human behavior, delivered in plain English, with practical applications for anyone selling in rural markets.

You’ll learn:

• Why behavioral economics matters more than ever in sales
• The key heuristics and biases that shape customer decisions
• How language influences trust, clarity, and conversion
• Simple pricing strategies grounded in behavioral science
• How to ask better questions to create better conversations
• Why being thoughtful and intentional changes buying behavior
• How understanding human psychology leads to stronger relationships and improved outcomes

Melina and St John unpack the hidden forces behind everyday decisions, the science of influence, and how small behavioral cues can lead to big improvements in your sales results — whether you’re talking to farmers, teams, or customers.

🎧 Listen now to discover how behavioral economics can help you sell smarter, communicate clearer, and build stronger relationships in business and life.

📌 Resources:

• Melina’s The Brainy Business: https://thebrainybusiness.com/

• Learn more about her books: https://thebrainybusiness.com/books/

What Your Customer Wants and Can’t Tell You: https://thebrainybusiness.com/what-your-customer-wants/

What Your Employees Need and Can’t Tell You: https://thebrainybusiness.com/what-your-employees-need/

The Truth About Pricing: https://thebrainybusiness.com/the-truth-about-pricing/

• Connect with Melina on LinkedIn

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

Sales success in rural markets isn’t about product — it’s about people, leadership, and knowing your patch inside out.

In this episode of The Rural Sales Show, St John Craner sits down with Trevor Dennis, Managing Director of Haifa Australia, for a grounded and insightful conversation on what’s really shaping rural sales performance today.

Together, they explore the fundamentals of great selling and great leadership — from mentoring and mindset to recruitment, relationships, and reading market dynamics. Trevor shares his journey through agribusiness and sales management, revealing why the best reps still win on trust, curiosity, and genuine customer connection.

You’ll learn:

• Why sales managers who coach — not just direct — build better-performing teams
• How self-awareness and honest feedback shape long-term sales success
• What to look for when recruiting rural sales talent (and what to avoid)
• Why time in the market still beats time behind a desk
• How to build deeper customer relationships that last beyond the transaction
• Why people-first selling outperforms product-first selling every time

Trevor and St John unpack the realities of rural sales, the power of mentoring, and the human side of leading teams in today’s competitive agribusiness landscape — lessons that matter whether you’re managing a territory or developing a national team.

🎧 Listen now to learn how investing in your people, your coaching, and your customer relationships can transform the way you lead and sell.

📌 Resources:

• Learn more about Haifa Australia
• Connect with Trevor Dennis on LinkedIn

+++

Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz