Defining company culture is hard enough—let alone changing it. But if you’re in a leadership position, you have a role.
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.
The perfect sales call probably doesn't exist. But thinking about what one would entail can help sales professionals think through the best ways to serve their customers and turn sales calls into relationships and transactions.
The agriculture industry is changing. Farmers are evolving. Agribusiness must adapt. But what does that really mean?
Comparing sales performance solely on the basis of production or revenue doesn't cut it.
The need for efficiency is driving consolidation in both livestock and crop operations. Understanding and serving these customers is critical for agribusiness.
We’ve talked about value in a lot of different ways through the years. We’ve evolved from creating value through products to creating value through products and services, then through a products-service-information combination.
We often talk about it as co-creating value for customers, the idea that a salesperson can only create access...