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.
Understanding the economic challenges producers face and the confidence they have in the agricultural economy plays a huge role in the ways suppliers interact with farmer clients and bring value to them.
Large-scale family-owned farms face unique business challenges because of the way different generations approach decision making.
As the center celebrates 30 years, Dr. Allan Gray dreams about what the food and agriculture industry will look like in the next 30 years and what role the center will play.
Founder and Executive Director Dr. David Downey reflects on the center's evolution as we celebrate 30 years of exceptional professional development for the food and agricultural business sectors.
It can be easy to fall into the trap of thinking that marketing is all about your organization. But sharing what you stand for has to go beyond telling customers what to think about you.
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?