Knowing your customer base is more important than ever, especially when your customer base includes the complex operations run by today’s large-scale commercial agricultural producers.
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.
When it comes to conducting business, there isn't a more important word or concept than customer trust.
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.
Defining company culture is hard enough—let alone changing it. But if you’re in a leadership position, you have a role.
Craig Newman, recently retired CEO of AgReliant Genetics talks about why it's important to invest in professional growth.
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.
Large-scale family-owned farms face unique business challenges because of the way different generations approach decision making.