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Browse By Category: Sales
AUGUST 17, 2017

Knowing your customer

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.

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 14, 2017

Building trust

When it comes to conducting business, there isn't a more important word or concept than customer trust.

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.

MARCH 8, 2017

Defining the unwritten rules

Defining company culture is hard enough—let alone changing it. But if you’re in a leadership position, you have a role.

DECEMBER 15, 2016

Former CEO talks investing to grow

Craig Newman, recently retired CEO of AgReliant Genetics talks about why it's important to invest in professional growth.

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.