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?
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.
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.
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.
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.