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Browse By Tag: leadership
JUNE 20, 2019

Can You Hear Me Now?

Recently, we had a group of about 20 sales managers on Purdue’s West Lafayette, IN campus for a program. On the second day of the program, the concept of listening came up. One of our presenters was a professor who taught counseling at the college level for many years, but now applies his experience toward helping sales managers develop their salespeople. He had been doing some work on the concept of listening—which is really the primary job of counselors—and we were discussing how research on listening might apply to the sales process.

MAY 29, 2019

The Relationship Between Sales and Marketing

One of the more significant challenges in any business is finding the best way to get sales teams and marketing managers on the same page. While this may seem like a simple task that comes down to organizational and reporting structure, in reality, it isn’t that easy. The fact of the matter is, when you look at the basic purposes of sales and marketing teams, it comes down to this: marketing is responsible for developing strategy, while salespeople are responsible for implementing strategy. To use more marketing-friendly terminology, marketing develops the value proposition, while salespeople are the stewards of the value proposition. Without proper lines of communication, understanding and buy-in, strategy—as good as the intention may be—can fall flat due to improper implementation. In some cases, it can lead to conflict and frustration.

MAY 14, 2019

Revolutionizing Drone Imagery

At the touch of a button, a farmer downloads an application to their phone. They open the app, and with another touch of a button, they've just ordered drone imagery that will cut costs, reduce chemical waste and precisely spray only the acres necessary in the field.

MARCH 21, 2019

What Do Sales Managers Manage?

Dr. Scott Downey says there is a well-studied chain of events in business that shows the relationship between employee activities and company profits called the Service-Profit chain.

DECEMBER 7, 2018

Former CEO talks investing to grow

Craig Newman, recently retired CEO of AgReliant Genetics talks about why it's important to invest in professional growth.

SEPTEMBER 19, 2018

Choosing to be a Leader

There’s more to being a leader than setting a good example or making important decisions. Guidance from leaders is vital to the success of teams, and without guidance, teams can easily fall apart. So how do you become the best leader? The answer is simple — it’s a choice. A...

JUNE 28, 2018

Resilience through change

Agriculture and food are dynamic and ever-changing industries. That means businesses and the people who run them have to possess a level of resilience in order to be successful long-term. Employees must to be able to adapt and grow in spite of the challenges that change often brings.

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?