In this episode of Selling in the Paddock, I sit down with Mark Dempsey, Business Development Manager at Gallagher Australia, to unpack the rise of eShepherd virtual fencing and what it means for livestock producers.
Mark’s career journey is as diverse as it is inspiring — from growing up on a fourth-generation beef property in northern NSW, to working cattle stations, Elders retail, Novartis Animal Health, agri-banking, and now leading the charge in ag tech innovation. His story shows the power of persistence, seizing opportunities, and staying true to the basics of sales: trust, reliability, and consistency.
We dive into:
🚜 Mark’s early years in ag retail and animal health, including what he learnt about sales, credibility, and “hounding” for the job you want.
💡 AgTech adoption in livestock: why virtual fencing is a game-changer and how eShepherd is helping farmers intensify grazing, save time, and monitor stock in real-time.
🐄 The sales process in AgTech: balancing technical detail with simplicity, adapting to the customer’s stage of knowledge, and why less is often more when explaining new solutions.
🤝 Building trust in sales: the importance of admitting when you don’t know, following up, and turning up consistently.
🌱 Advice for the next generation: why energy, attitude, and sticking to the basics will take you further than knowing all the answers.
This episode is packed with practical sales wisdom, ag tech insights, and lessons on building credibility that apply well beyond virtual fencing.
🔑 Key Takeaways“Being reliable and consistent” matters more than having all the answers.
Farmers have the best bullshit detectors — trust is earned through honesty and follow-up.
Simplifying complexity is the real skill in selling AgTech.
Keen energy and initiative often count more than experience when breaking into ag careers.
Virtual fencing could be as revolutionary for livestock as GPS was for cropping.
If you’re curious about virtual fencing and how it’s reshaping livestock management, connect with Mark Dempsey at Gallagher here on LinkedIn and check out eShepherd on the Gallagher website. Smart grazing, real-time visibility, less time fixing fences — more time where it counts.
👉 Connect with Mark on LinkedIn: Mark Dempsey
👉 Explore eShepherd on Gallagher’s site
If your team needs help to simplify the complex, build trust and lift adoption of new tech, let’s talk. I run tailored sales workshops across DISC, communication, objection handling and closing — designed for ag.
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