Interview with Austin Mattern from Field Reveal   Austin works with Ag Retailers as the Eastern Account Manager for Field Reveal.  He joins me today to discuss the struggles he sees when working with agronomy sales teams across the eastern US.  There is an explosion of Ag Technology going on.  Producers as well as their […]

Who influences your customer’s decisions? It’s an easy question.  “Who or where do your primary customers go to in order to determine which products and services they use?”  A combination of events led me to a concept that hasn’t been emphasized in sales training enough.  I call it “Influencer Selling”. First, we all understand “Influencer […]

Do these now to gain an edge over your competition In a world of commodity sales, we are all trying to stand out and differentiate our products and services.  Often these are the exact same products and services offered by others in the market.  While we can’t always control competition, we can control how we […]

Customized Online Marketing for your Ag Business Join me today as I interview Aly Robins Aly works with agribusiness companies to grow their on line marketing presence.  Through website consulting, design and building, she establishes the best experience for online customers.  Through coaching, she works with you or your marketing team to post the best […]

“How do I sell during a national or industry wide crisis?” 3 Steps and 5 Articles to help you sell during tough times Deere went on strike Roundup production facility closed due to hurricane No price quotes on spring fertilizer during the prime selling time No inventory of Ag equipment due to trade wars and […]

How do I become the best salesperson? Hearing their accomplishments and watching the winners of the President’s Club go up on stage was always the highlight of the annual sales meeting. You see the results of the best and think, “How could I ever sell that much?  Sign that many customers?”  How did they do […]

How to Use Deadlines in Your Selling Process       One of the biggest obstacles salespeople deal with is the “Let me think about it” or “I haven’t looked at your information yet”. Is there a non-pushy or non-salesy way to reply to that obstacle?  Where do I go from there?  How do I […]

Communication vs. Sales Communication:  What’s the difference?     There is a difference between communicating and communicating to sell.  Becoming effective at sales communication is critical to every salesperson.  It’s the skill that gets us to the heart of what we do; help customers. In their self- assessments, many salespeople will often tell me that they […]

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