How to overcome the biggest challenge to selling biologicals After reading through a recent survey conducted by Crop Life Magazine on selling biologicals, I think its important to understand a key el

Storytelling skills for selling and the job interview Dustin Toberman from Omni Ag Consulting joins me in a discussion about storytelling skills and how they help during the job interview process. Dus

Can you send me an email and tell me what you did last week? is not a bad question Preface: This is not a political commentary despite using a political reference. This is all about accountability

Which is better to focus on, a producers needs or their wants? The short answer is Both! As farm profitability tightens up, so does the farmers wallet. Their first reaction will be to reduce spendi

One with your top 5 and one with your manager After working with agribusiness sales teams from East to West Coast and from Texas to Alberta, I can tell you that every salesperson will benefit from hav

A needed selling skill when selling through tough economic times on the farm Last week, we went over the fact that farmers shop harder during tough times. This week, I want to also remind salespeople

Thats both good news and bad news for the Ag sales professional If you havent guessed the theme for the last two months of my articles, its Selling to farmers in tough economic times. The focus h

And the 1 message you must hear as an Ag Salesperson At this moment, our industry has become a noisy world of negative ag stories. Some are warranted, and some are not. In 2024, we had tough Ag econo

The Ag Sales Professionals Guide to better discovery methods Selling can be viewed as a Q & A exchange (questions and answers). We go to the farm, ask questions to find a need, and then sell a produ

When to pull the trigger on grain sales This is not just for grain buyers or merchants. Your farmers pay for your products with the money they earn from grain sales. If you sell to farmers or your cus