5 Motivations to keep going and when to quit Successful salespeople are generally motivated people.  They have a drive to succeed.  As their managers, we try to motivate them in various ways:  Sales meetings, financial incentives, pep talks, etc.  Some work sometimes, but none of them work every time.  The reason is based on the […]

5 Motivations to keep going and when to quit Successful salespeople are generally motivated people.  They have a drive to succeed.  As their managers, we try to motivate them in various ways:  Sales meetings, financial incentives, pep talks, etc.  Some work sometimes, but none of them work every time.  The reason is based on the […]

Using the golden rule of improv to help you sell If you want to improve your selling skills, find your local improv group and participate in one of their workshops.  Performers have to be quick on their feet.  They have to react quickly to changing topics and physical movement of the other performers.  Sometimes props […]

And how to minimize or remove them Every business has a bottleneck.  Your sales territory is a business, and it has bottlenecks. What about you and your territory?  If you are selling $1 million in products, then ask yourself.  “What is keeping me from growing that to 2, 4, or 6 million?”  In other words, […]

Improving your sales results with just one measurement Most of us have heard the old carpenter saying, “Measure Twice, Cut once”.  It’s a reminder to double-check our measuring and marks when doing a home repair project.  This is a great rule of thumb.  I know it saved me numerous times over the last 40 years […]

Improve your sales results with just one measurement Most of us have heard the old carpenter saying, “Measure Twice, Cut once”.  It’s a reminder to double-check our measuring and marks when doing a home repair project.  This is a great rule of thumb.  I know it saved me numerous times over the last 40 years […]

Interview with Colson Steber from Ag Access on the importance of market data I’m convinced that every salesperson out there can improve the management of their sales, their customers, and prospects with better data. Especially data from farmers. Today, I’m joined by Colson Steber from Ag Access. Coslon is co-CEO and Co-owner of Ag Access. […]

Use them on your next sales call to expand your customer relationship Ever get stuck in a rut with a customer?  Maybe you have talked about everything you can talk about and sold them everything you think you can sell them. What about prospects?  Ever call on a prospect several times and feel like you […]

Interview with Jim Miller Jim Miller, joins me today on the podcast and webcast to discuss the improtance of prioritizing prospects to focus your limited time on the most important prospects who offer the greatest chance to sell. Jim grew up on an Idaho farm and has spent his career in agribusiness to include many […]

A new perspective on your role in sales I would like to present a unique perspective on what you do as a salesperson in your designated territory with your book of business.  I’m sharing this view as many salespeople struggle to put all the pieces of their role into one flowing set of efforts.  To […]