Part 3 of “Knowing” how to sell is not enough Our journey to eliminate the gap between what we know we should do and actually doing it continues. We touched briefly on the five most common causes of the knowing-doing gap. To read it, go to Knowing how to sell is not enough Then […]
Part 2 of “Knowing” how to sell is not enough! Most of us remember the lovable, know-it-all character of Cliff Claven from the sitcom “Cheers”. If not, Cliff was the local postman who frequented the Cheers bar and knew something about everything. His famous opening line was, “A little-known fact, …..” and he would share […]
If you are struggling to find, training and retain top-performing employees in your agri-business, you are not alone. Generational shifts, mergers, acquisitions and market disruption have increased the challenge of holding onto an employee for life. Listen in to this podcast as I interview Mark Waschek from Ag 1 Source as we discuss: 00:45 – All about […]
Is the Marketing Department not listening to the Sales Team? Are Salespeople not selling your products correctly, as promoted by the Marketing Department? Then listen in as Standing Partnership’s Growth Marketing Expert Andrea Shea sat down with Agribusiness Sales Coach Greg Martinelli recently to talk about how to align marketing and sales. Listen to the podcast Sales […]
Listen in as I am joined by Andrea Shea to discuss the role of Standing Partnership in bridging the gap that exists between Marketing Departments and Sales in many agribusinesses. Standing Partnership is a marketing communications company based in St. Louis with projects nationwide. For more information on Standing Partnership and their services or to […]
Safety for the Ag Sales Professional With our general manager in earshot, it would always bring some mild humor to our day, when I would ask loudly, “Hey, where are the keys to the train?” This usually led to his exclamation, “Sales managers don’t drive trains!” Most kids are in awe of machinery. Especially big […]
Why should I buy from your company? Know the answers to these questions before your prospect asks! These two questions oftentimes stump an audience or individual I’m working with. If you are a salesperson, I encourage you to get really good at answering these questions. If you are a sales manager, bring this exercise […]
Who are “They”? “They” are those people in corporate…Those salespeople! The salesperson says, “They don’t get it. I wish “They” understood how hard it is out here! It’s easy to say those things or send an email, but let’s see them come out here and tell my customers that.” The manager in the corporate office […]
We wear complexity like a badge of honor Keeping it Simple “Well, it depends,” Chris told the producer. Inside my head, I was screaming at Chris to just make it easy and explain in simple terms. Unfortunately, he didn’t and the producer responded with the typical, “I don’t know. Let me think about it.” I’m […]
Calling on the Wrong accounts! Start with Who Simon Sinek is great but wrong! Well, maybe not wrong, just not as clear as I think he could be. If you’re not aware, Simon is a YouTube sensation, writer and motivational speaker who speaks on his topic, “Start with Why”. It’s a great message and I […]
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