The Rural Sales Show

“True salesmanship is the science of service. Grasp that thought firmly and never lose grip.” Arthur Sheldon 1903

Todd Caponi is the author of the 3x best-book-award-winning and international best-seller, The Transparency Sale, and his new bestselling book, The Transparent Sales Leader. Todd is a multi-time C-Level sales leader, a behavioural science and sales history nerd, and has guided two companies to successful exits. He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as President of Sales Melon.

We talk about what the importance of honesty and transparency in sales and what we can learn from sales historians. We also talk about the demise of the sales profession and what history got right and we’ve got wrong. Todd is now an avid sales historian and collects and buys early 1900s sales magazines and catalogues that drive his poor wife and space in his home crazy.

I’ll leave the last words to Arthur Dunn in 1919 (Scientific Selling & Advertising) who Todd refers to: “If the truth won’t sell it, don’t sell it.”

Wise words indeed.

Enjoy this one, especially if you’re a history buff and love great quotes. It’s a goodie and packed with them!

To connect with Todd and buy his brilliant books: ⁠https://toddcaponi.com/⁠

To follow Todd on Instagram: ⁠https://www.instagram.com/saleshistorian/

To subscribe to his podcast: ⁠

Apple⁠: https://shorturl.at/OiBWu

Spotify: https://shorturl.at/Elh1I

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

This week I got my former coach and favourite Texan friend Carrie Wilkerson on the show and boy did she not disappoint!

Carrie is a world class speaker and coach. She has shared the stage w leadership expert and 64 best selling books author John C Maxwell. She also just closed for the Ziglars – yes THE Zig Ziglar! So when I say we got lucky to get Carrie on we were very lucky for her to share all her wisdom and knowledge with us.

We talk about what makes people coachable, coaching for accountability, lessons in leadership, how she coaches herself, how she leads herself and a whole bunch of other Carrie bombs. She rains utter gold on this so I strongly encourage you listen to this twice and take notes.

To connect with Carrie go to: www.carriewilkerson.com

To subscribe to many of her wonderful generous resources go to: www.carriewilkerson/links

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

This week the tables get turned on me as I get interviewed by friend and colleague Bridgit Hawkins who is CSO of CropX and Chair of NZ Agritech.

We talk about my passion for life-long learning, what I do to motivate myself, boundaries, standards, routines, rituals, non-negotiables and the importance of energy management.

Whilst this was different I hope there are some nuggets you can take out from it and use in your own life to get further ahead.

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

Connect with or Follow me on LinkedIn: https://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

This week we get Farm Tender Founder and Owner Dwain Duxson on the show to talk about how he’s grown his business which now have a customer list of over 70,000 on its performance platform where they sell a multitude of rural items each and every day.

Dwain is an avid reader, writer and email and is living proof that email and newsletters are not dead. Used well it’s the message and the medium.

He shares many tips and tools he and his team have used to grow their business significantly in the last 15 years.

Pay attention to what he says because it works.

To find out more or connect with Dwain connect with him here on LinkedIn:

https://www.linkedin.com/in/dwain-duxson-81979b46/ or here: www.farmtender.com.au/about-us

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

Connect with or Follow me on LinkedIn

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

“You can’t scale dependency”

Keith is named one of the Best Leadership Coaching organizations worldwide. Since 1989, Keith has coached over 3 million managers and salespeople on six continents in over 75 countries. He’s the author of Coaching Salespeople into Sales Champions, the #1 best-selling sales management coaching book on Amazon and Sales Leadership, which was named Amazon’s 2018 Sales Leadership Book of the Year. He was also named one of the most influential coaches by Inc. magazine and Fast Company.

We discuss:

– why sales managers prefer to deflect their own training by talking about their team instead of themselves

– the top three attributes of highly successful sales managers

– the importance of taking time to self-reflect to improve self-awareness

– how to manage for accountability and under-performance

– the vital need for conversations of care when coaching your rural sales team

We were extremely fortunate to get Keith to come on show so buckle up for a sales management masterclass.

This one was a cracker.

Enjoy.

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Download many of his generous free sales leadership and coaching resources here:

https://keithrosen.com/

Connect personally with Keith on LinkedIn here:

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

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

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

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

(https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation)

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

“You can’t scale dependency”

Keith is named one of the Best Leadership Coaching organizations worldwide. Since 1989, Keith has coached over 3 million managers and salespeople on six continents in over 75 countries. He’s the author of Coaching Salespeople into Sales Champions, the #1 best-selling sales management coaching book on Amazon and Sales Leadership, which was named Amazon’s 2018 Sales Leadership Book of the Year. He was also named one of the most influential coaches by Inc. magazine and Fast Company.

We discuss:

– why sales managers prefer to deflect their own training by talking about their team instead of themselves

– the top three attributes of highly successful sales managers

– the importance of taking time to self-reflect to improve self-awareness

– how to manage for accountability and under-performance

– the vital need for conversations of care when coaching your rural sales team

We were extremely fortunate to get Keith to come on show so buckle up for a sales management masterclass.

This one was a cracker.

Enjoy.

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Download many of his generous free sales leadership and coaching resources here:

https://keithrosen.com/

Connect personally with Keith on LinkedIn here:

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

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

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

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

(https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation)

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

“When you preach excellence and practice mediocrity you are a liar.”

Allistair McCaw is a high performance coach, best-selling author of 7 books and sought-after keynote speaker based in Florida and is himself a former World Champion Duathlete. He has trained many South African cricketers and tennis players like Graeme Smith and Kevin Anderson and spent time with Roger Federer.

He’s also worked alongside well known ATP/WTP tennis legend Nicholas James Bollettieri who trained Andre Agasssi, Venus and Seren Williams, Monica Seles, Boris Becker and Maria Sharapova.

We talk what sales leaders can learn from top sports coaches and the importance of vulnerability when it comes from leading from strengths. We also talk about why it’s vital to have the 3Cs: Character, Competence + Coachability. We also touch on how you need to show how much you care for each individual on their team so they trust you and work for you.

This is a great episode for rural sales managers and leaders who want to learn to get better and get the most from their rural sales team.

Enjoy.

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To connect with Allistair do this here on LinkedIn:

https://www.linkedin.com/in/allistair-mccaw-552a0a89/

Buy any of his 7 best-selling brilliant books here:

1. Habits That Make A Champion

https://shorturl.at/fQPhF

2. Champion Minded: Achieving Excellence in Sports and Life

https://shorturl.at/URgFU

3. Mindset Is Your Superpower: 77 Ways to Achieve Excellence in Your Habits, Routine & Life

https://shorturl.at/vrATT

4. Developing A Winning Attitude & Mindset

https://shorturl.at/aBUMm

5. BECOMING A GREAT TEAM PLAYER: How to Positively Impact and Contribute to a Winning Team Culture

https://shorturl.at/ilROf

6. 7 Keys To Being A Great Coach: Become Your Best and They Will Too

https://shorturl.at/i8t1t

7. Lead with Purpose, Make an Impact: 44 Lessons in Effective Coaching & Leadership

https://shorturl.at/ODPpm

Subscribe to his Podcast here (Apple and Spotify)

Apple Podcast: https://tinyurl.com/y2b88nr9

Spotify: https://tinyurl.com/yc2prnxb

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

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

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): 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/rural-sales-manager-mastery-programme-invitation)

In this solo podcast, St John shares his top 10 recommended podcasts and email newsletters, emphasizing the value of continuous learning and expanding knowledge. He provides insights into each podcast and newsletter, highlighting their relevance to human behavior, psychology, neuroscience, and personal development. St John encourages listeners to convert their downtime into uptime by leveraging podcasts and newsletters for learning and personal growth.

Here are some of the key takeaways:

-The Importance of Continuous Learning: St John underscores the necessity of ongoing education for both personal and professional development.

-Top 10 Recommendations: A curated list of podcasts and email newsletters that delve into topics such as human behavior, psychology, neuroscience, and personal development.

-Maximizing Downtime: Tips on how to turn idle moments into productive learning opportunities using podcasts and newsletters.

Check out the top 10 podcast here!

1. The Knowledge Project by Shane Parrish

https://podcasts.apple.com/us/podcast/the-knowledge-project-with-shane-parrish/id990149481

2. Hidden Brain by Shankar Vedantam

https://podcasts.apple.com/us/podcast/hidden-brain/id1028908750

3. The Diary of a CEO by Stephen Bartlett

https://podcasts.apple.com/gb/podcast/the-diary-of-a-ceo-with-steven-bartlett/id1291423644

4. The Psychology Podcast by Scott Barry Kaufman

https://podcasts.apple.com/us/podcast/the-psychology-podcast/id942777522

5. The School of Greatness by Lewis Howes

https://podcasts.apple.com/us/podcast/the-school-of-greatness/id596047499

6. SmartLess by Jason Bateman, Sean Hayes, and Will Arnett

https://podcasts.apple.com/us/podcast/smartless/id1521578868

7. Impact Theory by Tom Bilyeu

https://podcasts.apple.com/us/podcast/impact-theory-with-tom-bilyeu/id1191775648

8. Finding Mastery by Dr. Michael Gervais

https://podcasts.apple.com/us/podcast/finding-mastery-with-dr-michael-gervais/id1025326955

9. The Business of Authority by Jonathan Stark and Rochelle Moulton

https://podcasts.apple.com/us/podcast/the-business-of-authority/id1332689389

10. The Tim Ferriss Show

https://podcasts.apple.com/us/podcast/the-tim-ferriss-show/id863897795

Bonus Podcast: The High Performance Podcast By Jake Humphrey and Damian Hughes

https://podcasts.apple.com/gb/podcast/the-high-performance-podcast/id1500444735

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Connect on LinkedIn:

www.linkedin.com/company/agrarian/

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

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

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): 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/rural-sales-manager-mastery-programme-invitation)

Nathan Faledie is a Dakota based farmer who writes a lot about the trials, triumphs and tribulations of Agtech.

 

He comes very much from a farmer-first perspective and is known round the traps for asking good qualifying questions when thinking about the adoption or pros and cons of Agtech on-farm.

Nathan is unapologetic in challenging industry norms and assumptions so I got into the show to stir the pot somewhat and offer a different perspective and has an extensive background in Ag and Agritech.

Enjoy.

Show Notes:

Listen to ⁠Ag-Uncensored⁠ podcast on ⁠Spotify⁠ (https://shorturl.at/jIbsW) and ⁠Apple Podcasts⁠ (https://shorturl.at/cKHQQ)

Connect with Nathan ⁠here

(https://www.linkedin.com/in/nathan-faleide-036b43b5/)

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

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

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): 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/rural-sales…-invitation)

“The minute we begin to think we have all the answers, we forget the questions.” Madeleine L’Engle

This week we speak to top selling machinery area sales manager Tony Hennessey from JCB Construction which is part of the Power Farming Group. (www.powerfarming.co.nz)

Tony is based in Waikato, New Zealand and has enjoyed a meteoric rise to his current role in less than 7 years.

He has been a consistent top sales person and winner of company sales records in large and mini excavators and strives for excellence.

We talk about how he got to where he is today, the struggles and sacrifices he made, the lessons he learnt along the way (including catching himself when he got arrogant and strayed from the system or process he’d put in place) and the structure, routine, rituals and habits he’s installed to support his success (top traits of a high performer there btw 😊

He also talks about what he teaches and trains his team on and what he looks out for most in performance drawing from his own experiences. If you sell machinery and are struggling this is episode for you and I have no doubt we will be hearing a lot more about Tony in Ag leadership soon enough.

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Connect on LinkedIn: www.linkedin.com/company/agrarian/

To connect him direct: [email protected]

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

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

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): 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/rural-sales…-invitation)