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Actionable, relevant insights on food and agricultural business management, strategy, sales and marketing, and more--all from the Purdue University experts you trust.

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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 23, 2017

Farmer success strategies

Part of understanding our customers' businesses involves understanding the elements they believe lead to their success.

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 14, 2017

Building trust

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

AUGUST 7, 2017

Differentiation

Marketers talk a lot about differentiation. The problem is that their processes can be a little self-centered rather than customer-focused.

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.

JUNE 20, 2017

Resilience: One key to business success

Our complex agri-food system is dynamic and ever changing. Managers and the teams they lead have to be able to positively adapt to change and adversity.

MAY 18, 2017

The search for improvement

Bill Stumph, CFO of Ag Alumni Seed and 2016 graduate of the MS-MBA program talks about how his degree has benefited him and his company.