The Rural Sales Show

He closed a single deal worth $1 billion.

Named one of the world's top sales consultants two years running.

And he reckons most salespeople are still doing it completely wrong.

This week on Rural Sales Success we sit down with Mark Cox. Here's what we get into:

→ Why modern selling has nothing to do with pitching or persuading

→ The one question every farmer will ask you - and how NOT to answer it

→ The 5 traits Mark looks for when hiring salespeople

→ Why one-day sales training is costing your business more than it saves

→ How to recover from rejection without losing momentum

→ The best piece of sales advice Mark has ever been given

This is essential listening for anyone in rural sales - and the leaders responsible for them.

0:00 Welcome & Intro

6:20 Loving Selling

9:14 Building Curiosity

14:12 Tests & Coaching

22:38 Progress Not Perfection

25:53 Sales Getting Worse?

32:52 Values & Culture

41:42 Training Is Broken

51:33 Value Proposition

54:13 Handling Rejection

56:44 Best Sales Advice

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Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1. No subscriptions or contract. Cancel anytime: ⁠https://www.ruralsalessuccess.com/fieldcoachio-welcome⁠

Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/

(or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

Most sales training gets forgotten before the rep even gets back in the truck.

Jeff Bajorek has spent his career figuring out why - and more importantly, what to do instead. Rather than arriving with a polished playbook and telling teams how it's going to be, Jeff listens first. He co-creates training from the inside out, built on what the best reps in the room are already doing well. The result? Curriculum that actually sticks, because the people taking it can see themselves succeeding in it.

In this episode:

- Why most sales training fails before it starts

- The 3 non-negotiables for any rural sales rep's mindset

- Why your team is your customer (and what that actually means)

- The frontline manager squeeze - and how the best leaders handle it

- Knowledge vs expertise: what AI changes for rural reps

- How to build accountability that reps actually respect

- The "Know Why You Win" framework and why self-awareness is your edge

Connect with Jeff on ⁠⁠LinkedIn⁠⁠: https://www.linkedin.com/in/jeffbajorek/

Know more about what he does ⁠⁠here⁠⁠: https://www.jeffbajorek.com/

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Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1. No subscriptions or contract. Cancel anytime: ⁠https://www.ruralsalessuccess.com/fieldcoachio-welcome⁠

Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/

(or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

Hall of Fame speaker, best-selling author and business strategist Meridith Elliott Powell joins St John Craner to deliver one of the most direct, no-nonsense conversations about sales leadership we've had on the show.

Meridith has built her career helping sales leaders turn uncertainty into competitive advantage - and in 2026, that message has never been more relevant.

In this episode she shares why the biggest opportunity in sales right now has nothing to do with AI or technology, how to build the kind of leverage that makes even the chairman listen to you, and why the most dangerous thing a leader can do is avoid a hard conversation.

Whether you're a rural sales rep, a newly promoted manager, or a seasoned leader navigating a fast-moving market - this one is for you.

00:00 — Trailer & Introduction

02:33 — The Biggest Disruption in Sales Right Now

08:00 — How to Build Power Through Performance

12:20 — The Ask for Change Framework

30:15 — The 5 Buckets of Confident Leadership

36:25 — Why Accountability Is an Act of Love

41:45 — Balance vs Priority

46:45 — Once piece of advice for sales leaders

Connect with Meridith on ⁠⁠LinkedIn⁠⁠: https://www.linkedin.com/in/meridithelliottpowell

Know more about what she does ⁠⁠here⁠⁠: https://valuespeaker.com/

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Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1. No subscriptions or contract. Cancel anytime: ⁠https://www.ruralsalessuccess.com/fieldcoachio-welcome⁠

Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/

(or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

David Thomson left school at 16 with no qualifications, worked in a boot factory for £130 a week, and joined the army because there was nothing else.

By the time he was done, he was the #1 financial advisor in the UK - doing 7 mortgages a week while others struggled to do that in a month.

In this episode of Rural Sales Success, David breaks down the exact system behind elite sales performance - the stuff they never teach you.

We cover:

→ Why growth mindset is bulls**t (and what actually works)

→ The hidden curriculum behind every top salesperson

→ His dead-simple referral system that put his business on steroids

→ The PIGGY model - the future pacing tool that closes deals

→ Why you can't get transformation from information alone

→ How to use your daily commute as a secret weapon

Whether you're driving between farms or building a sales team from scratch - this episode will change how you think about selling.

Rural Sales Success is New Zealand's podcast for rural sales professionals who want to think bigger, sell smarter, and build

something worth having.

Subscribe so you never miss an episode.

Connect with David on ⁠LinkedIn: https://www.linkedin.com/in/david-thomson-suada/

Know more about what he does ⁠here: https://www.suada.com/

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Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/

(or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

What does elite sales performance actually look like - and why are most teams nowhere near it?

This week St John sits down with Gabe Lullo, CEO of Alleyoop - the company behind 11 million cold calls a year for billion-dollar brands like Adobe and ZoomInfo.

Gabe doesn't hold back. He breaks down exactly why most sales teams fail before they even make a call, why he fired his best performer, and what AI is actually going to do to the sales industry - and it's not what most people think.

If you're a rural sales manager, a business owner, or anyone who leads a sales team - this one will make you rethink everything.

00:00 Trailer

00:43 Introduction - Who is Gabe Lullo?

03:28 What great onboarding actually looks like

08:30 Harder to get in than Harvard - Gabe's hiring standard

19:13 AI in sales - enhancer or threat?

23:10 Is cold calling really dead?

30:02 Why Gabe fired his best performer

36:05 The one question that ends interviews

45:06 The four A's every sales manager needs to know

50:05 Where to find Gabe Lullo

Connect with Gabe: https://www.linkedin.com/in/lullo/

Know more about what he does here: hhtps://alleyoop.io/

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Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/

(or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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

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 Show 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

05:37 - The mindset behind great sales

11:40 - Dealing with rejection and resilience

19:11 - Selling outcomes, not products

21:33 - How to handle the price objection in commodities

24:27 - Traits of top-performing sales reps

28:18 - How great sales managers behave

33:57 - Why managers are often the real problem

40:16 - CRM systems and customer facing time

41:33 - Mark Hunter's daily routine

50:05 - Closing as a natural process

54:08 - CRM done right

57:40 - The best sales advice Mark has ever given

58:22 - Integrity First Selling - the new book

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Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/

(or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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: https://tonymeredithcoaching.com.au/

- Connect with Tony Meredith on ⁠LinkedIn: https://www.linkedin.com/in/tony-meredith-coach/

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Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/

(or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation)

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: https://www.tonyhughes.com.au/⁠ 

- Check out his book ⁠Sentient⁠: https://www.sentientbook.com/

- Connect with Tony Hughes on ⁠LinkedIn⁠: https://linkedin.com/in/hughestony

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: https://www.linkedin.com/in/anthonylaye/

- Connect with Anthony Laye on ⁠Instagram⁠: https://www.instagram.com/anthonylayespeaks/