Are you calling on the right prospects in the right places? Are your salespeople calling on the right prospects in the right places?

You might want to double check with them as I find far too many of us in agribusiness are “Fishing in Swimming Pools” Lots of activity but no results.

Ask anyone of your salespeople to describe the ideal prospect. How close do their answers match between salespeople or between what you have in the business plan? After eight years of asking thousands of Ag salespeople this question, I still find too many who can’t clearly identify the customer segment they serve best.

Click on the podcast below to listen in as we discuss the importance of customer segmentation