The Blog for the Ag Sales Professional
An Agriculture blog dedicated to selling in agribusiness. These Ag blog articles focus on the best practices for selling to farmers and livestock producers. We also focus on those salespeople who call on Ag buyers at the thousands of agribusinesses that serve the farming community
3 Tips for those that sell complicated or invisible products Do you sell a highly technical product? One that is difficult to explain? Like a biological soil product, a pre-biotic for dairy cattle, or option strategies for grain marketing. Maybe you sell crop insurance. Sounds simple till you get neck deep in the details. Do […]
That’s why your customers need you now more than ever before Pick up any news publication in any industry or watch any news channel and you will find it loaded with negative news. Go to any of their websites and you will see the same scary articles for you to click on. I have talked […]
Become a Big Fish in a Small Pond The Problem: You struggle to sell your branded products because… Your reason #1: You’re not the brand leader: In most markets, there is one company that has spent more time, resources, and money to become the brand leader. They rightfully deserve brand recognition. However, it’s tough to […]
And the importance of hyper-availability Differentiating yourself in a commoditized world: In sales training workshops, there is a time when we share what is working in our selling process. In one recent workshop, one of the higher performers in the group shared his secret, “I answer my phone”. At first, the group laughed as it […]
Set the bar low and blow your goals out of the water Before you think I’m crazy in my goal-setting recommendations, please read or listen all the way through. It may sound like I am against goal setting. Or that I want you to set low standards of achievement. Quite the contrary. I am a […]
10 Takeaways from the J.L. Farmakis Inc. 2022 Farmer Speaks Survey I am always looking for ways to understand customer decision-making processes. This information is critical when selling to someone. You must know what factors are influencing their decisions. Knowing them allows a salesperson to sell on purpose versus just out there spreading the good […]
Sales Innovation Borrowing from everywhere to improve your selling skills Innovation is not typically associated with the sales team. We are most often depicted as foot soldiers in the war to get in front of customers and get them to buy. The wild creativity is left up to marketing, R&D, engineers, or maybe product managers. […]
FYI: It might be a kid from the suburbs Originally published in the Wisconsin Agribusiness Assoc Quarterly: https://issuu.com/joanviney/docs/22_summerlo/30 In the Fall of 1982, my high school guidance counselor scheduled an appointment with me to discuss my college planning. I informed him that I wanted to pursue an Ag degree. His laugh was completely involuntary and […]
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