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Browse By Tag: sales
SEPTEMBER 18, 2017

Procurement strategies of commercial producers

We all know that buying and selling agricultural inputs is more than just receiving or offering a lower price. But can we be more specific?

SEPTEMBER 7, 2017

Producer perceptions of agricultural risk in 2017

Yield and price risk take center stage in most discussions surrounding risk in agriculture. While these are obviously important aspects of risk to any farm business, the risks faced by agricultural producers are much broader than prices received for products sold and the risks associated with physical production of outputs.

AUGUST 30, 2017

Information and buying preferences

Marketers today don’t have the relatively simple tasks of informing, persuading, or reminding. Salespeople don’t have the relatively simple task of convincing someone to buy from them. For both of these functions, the challenges today aren’t about outgoing messages at all.

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.

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.