The Rural Sales Show

“You gotta kill the person you were born to be to become the person you want to be.”

Harry Newey is a long-time Rural Sales Success™ student and Key Account Manager for Castlegate James Feeds NZ.

Harry takes us through his life and learning journey including his Royal Marines recruitment process, his mindset, his routine and rituals and the habits he uses to ensure he sold the biggest ever company tonnage on record (he’s on track to beat it again this year).

Harry is a great example of what can be achieved regardless of your upbringing or background and how applying the right training in both the personal and professional space can make you unstoppable in sales.

Harry epitomises what it is to be a great, coachable student and a life-long learner with an open and willing mindset. His maturity, self-awareness and growth belies the fact he’s only 27 years old.

Listen and learn the specific tools and techniques Harry uses to keep himself and his tonnage sales at the highest level.

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Show Notes:

To find out more about Castlegate James and their innovative co-product feed solutions that divert 700,000 tonnes of food from landfill yearly visit: www.castlegatejames.com

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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)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/rural-sales…-invitation)

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

This week we welcome Derek Daniell who is a very well-known and respected across New Zealand Ag in his role as CEO of NZ’s largest ram breeding business Wairere (https://wairererams.co.nz/) which has operations in NZ, Australia, UK and Europe.

Derek is a big cerebral thinker and looks at the bigger picture for NZ Ag.

We talk about the future of NZ Ag, what Australia thinks of NZ, climate change and GHG emissions, carbon, land prices, his biggest life lessons and his best advice for sales people selling to farmers.

Enjoy this one.

Show Notes:

To find out more about Derek and Wairere visit https://wairererams.co.nz/

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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 3000+ rural sales professionals)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/rural-sales…-invitation)

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

This week we welcome James Allen who is a very well-known and respected agribusiness consultant across New Zealand in his role as CEO of New Zealand’s largest agribusiness and farming consultancy AgFirst NZ.

James is a current Nuffield scholar, former president of the National Fieldays Society and a leading contributor to many rural and farming organisations.

James works with many farmers across all sectors so he shares a lot of insights into what makes farmers tick, what to watch out for and how to sell to them in tougher times. We also talk visual, verbal and non-verbal cues.

You’ll learn a lot here. Enjoy.

Show Notes:

To find out more about James and AgFirst NZ visit www.agfirst.co.nz

To download their exclusive Dairy Farm Budget Monitoring Survey which shares some very valuable data visit: https://www.agfirst.co.nz/projects/financial-survey-dairy

To connect with James personally on LinkedIn - https://www.linkedin.com/in/james-allen-b65bb014/

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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 3000+ rural sales professionals)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/rural-sales…-invitation)

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

“Content is king, consistency is key.”

Duncan Humm is editor alongside colleague Tyler Fyfield who run a highly successful 220,000 strong Facebook Group called NZ Farming (https://www.facebook.com/NZFarming)

Duncan takes us through some tips and techniques to growing a group and the importance of caring for your community before commercialising it. He also talks about the how any post needs to be authentic and genuine, not polished or corporate to get true connections and engagement.

NZ Farming is one of the largest Facebook Groups in New Zealand and during COVID was in top 5 of all Facebook pages.

If you want to grow a group, learn how here. Enjoy.

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Show Notes:

To contact Duncan directly email him: [email protected] or connect with him on ⁠LinkedIn⁠ linkedin.com/in/duncan-humm-a3a0b2149

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 3000+ rural sales professionals)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/rural-sales…-invitation)

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

“In order to be a thought leader you need to have leading thoughts.”

This week we welcome back my Minnesota Agritech marketing buddy Dan Schultz.

Dan and I talk this time about the traditional ad agency model, why we are both seeing so much “marketing theatre” (aka. vanity metrics), the importance of being provocative and then nuanced in your positioning and what AI tools like ChatGPT and MidJourney mean for agritech marketing. Dan also shares his go to marketing book recommendations and best podcasts.

Show Notes:

To contact Dan directly email him: [email protected] or connect with him on LinkedIn www.linkedin.com/in/danpschultz/

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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 3000+ rural sales professionals)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/rural-sales…-invitation).

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

Download transcript here: https://shorturl.at/oyzGM

“What’s an idea you wish your market would buy into?”

This week we welcome Philip Morgan to the show who is a positioning and specialisation coach.

Phil is based in Montana US and specialises more in the tech entrepreneur and services space but the wisdom he has and shares is as applicable to Ag. He is deep, articulate and cerebral thinker.

Phil and I talk about what effective positioning is and isn’t, why most companies can’t specialise, the importance of Point Of View and how it helps you differentiate, the role of trademark ideas and why bravery, discipline and generosity work best if you want to succeed and cut through in a commodity world.

Show Notes:

To buy or sample Philip’s book: https://philipmorganconsulting.com/positioning-manual/

For Philip’s example of fantastic specialisation case studies: https://philipmorganconsulting.com/specialization-examples/

To contact Phil directly: [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 3000+ rural sales professionals)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/rural-sales…-invitation).

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

This week Agritech pro Dan Schultz on the show.

Dan is US based in Minnesota and works with several SAAS/Start Up Agritech firms advising them on how to market better.

Dan and I talk about what Agritech firms are doing right and wrong, how they can improve their marketing results and why getting inside the minds of your farming clients is so important. We also talk about why psychology plays such a big role in marketing and sales.

Dan is so good at what he does that we’re going to get him on for a part 2.

Show Notes:

To contact Dan directly email him: [email protected] or connect with him on LinkedIn https://www.linkedin.com/in/danpschultz/

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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 3000+ rural sales professionals)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/rural-sales…-invitation).

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

Chrissy Wozniak runs the North American Ag podcast which is in the top 0.5% of all world podcasts celebrating all the positive benefits of Ag so we get very lucky to have her on the show!

We talk about the “handshake business” of tradeshows, do’s and don’ts to stand out at trade shows or Fieldays/fieldday events, how to use marketing automation to reduce wastage, why building your list is your lifeline and the importance of process-focussed marketing.

If you are a rural business owner or marketer wanting to up your game or get more from your marketing, then this episode is jam-packed with insights and intel you can use and apply immediately.

To connect with Chrissy visit North American Ag here: https://www.northamericanag.com/ and Chrissy's website here https://www.chrissywozniak.com/

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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: http://www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)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: https://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 (https://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.agrarian.co.nz

This week we welcome Tony Martin on the show who is former Trade Commissioner for NZTE in Vietnam and Dubai who was responsible for trade and market access.

Tony is now CEO of Prevar – the innovation arm of Apples & Pears NZ and also runs an Executive Coaching business that teaches top execs on mental fitness.

We talk about the importance of thought control and measuring the right ratio between positive and negative thinking. Tony shares his top tips, tools and techniques on how to access your true potential and we discuss the role of rituals and routines and how this relates to high performance by going to the “mental gym”.

This is powerful stuff if you want to reach your true potential and improve your sales game so listen, learn and enjoy.

Show Notes:

To take Tony’s Positive Intelligence (PQ) Test visit:

https://assessment.positiveintelligence.com/pq/overview

Or connect with Tony on either of his LinkedIn Profiles:

https://www.linkedin.com/in/tony-martin-30b5bb3

https://www.linkedin.com/company/2b-limitless/

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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:

http://www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) 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:

https://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 (https://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.agrarian.co.nz

This week we got super lucky to convince best-selling author and world top 10 sales podcast host Andy Paul on the show.

Andy is a massive advocate for human connection when it comes to effective selling. He shares many insights gathered from a 50 year career in sales when he first started out with Apple.

We talk about showing up as you as a sales person, the importance of creating memorable buying experiences, why follow up questions are vital, important difference and distinction between knowledge and understanding your prospects and why AI and machine learning will never replace human-based selling.

Andy also shares his 4 core pillars of selling: connection, credibility, curiousity and generousity.

Plenty to listen and learn in this show Team. Enjoy!

Show Notes:

To find out more about Andy feel free to connect with him on LinkedIn: https://www.linkedin.com/in/realandypaul/

Make sure you also follow and subscribe to his excellent podcast – The Sales Enablement Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197

To buy his latest book click here: https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572

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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: http://www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)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: https://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 (https://www.ruralsalessuccess1.com/programme-invitation)or for mangers 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.agrarian.co.nz