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Browse By Author: Scott Downey
AUGUST 15, 2017

Generational transfer of decision-making

There isn't much attention paid to how decision-making transitions from one generation to the next on family farms. The problem? As the roles of each on-farm generation evolve, it affects more than just the farm families. It affects the businesses who work with them.

AUGUST 7, 2017

Differentiation

Marketers talk a lot about differentiation. The problem is that their processes can be a little self-centered rather than customer-focused.

JUNE 23, 2017

Discovery

Effective sales discovery is a conversation. Making it useful to both sides requires plenty of planning on the part of the salesperson. It means giving thought to how the conversation benefits the customer, not just the seller.

NOVEMBER 30, 2016

Discovery in a business-to-business environment

Each company is different, of course. But in every case, understanding the strategy of a customer company and the beliefs, goals and needs of the people in it, is at the heart of managing key customer accounts. That's where the process of discovery can have exceptional payoffs.

AUGUST 23, 2016

How does decision making shift across generations?

Large-scale family-owned farms face unique business challenges because of the way different generations approach decision making.

APRIL 13, 2016

Measuring sales performance

Comparing sales performance solely on the basis of production or revenue doesn't cut it.

APRIL 5, 2016

Five tips for successful sales strategies

The need for efficiency is driving consolidation in both livestock and crop operations. Understanding and serving these customers is critical for agribusiness.

JULY 8, 2014

Don't Be a Turkey

Back when I worked in banking, there were a lot of mergers. One year, in September, our bank was bought by another, larger organization. Everything was fine until Thanksgiving. In our original company, on the Friday before Thanksgiving, the company would bring each employee a big, frozen turkey.