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Browse By Tag: sales
JUNE 19, 2018

Do marketers need salespeople or vice versa?

Targeting segments of buyers has always been the focus of marketing efforts, regardless of product or industry. But customers don't buy as segments.

JUNE 7, 2018

The case of the missing marketer

There are disconnects between marketing and sales. Organizations today need to invest in marketing the same way they once invested in sales.

MAY 30, 2018

Precision selling

A larger and larger share of all input purchases are made by fewer and fewer farmers, making each one increasingly important to input suppliers.

APRIL 25, 2018

Sales and marketing’s role in liquidity

For better or worse, marketing and sales efforts affect not only the profitability of a firm but also the firm’s liquidity, or its ability to meet short-term financial obligations.

MARCH 1, 2018

Building your sales force

In the past, we took the characteristics that made salespeople (or ourselves) successful over the last 20 years and looked for those traits in potential hires. What do we do when the world is more complex?

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.