Rural Sales

Sales is getting harder for everyone. Only 29% of people want to talk to a salesperson to learn more about a product whilst 62% will consult a search engine. 57% of the purchase decision is [...]

Fonterra is too big and important as a $20 billion exporting company to fail for New Zealand and its farmer shareholder base. This isn't the time to look for blame. It's the time to look for [...]

It was 1999 when I moved to New Zealand. I was watching the All Blacks losing tight Bledisloe Tests in the last ten minutes to arch enemy Australia. The pace of the game was mesmerising but I [...]

Intrinsic motivation is the single biggest attribute I look for when I help clients recruit and manage sales teams. I define it as “the ability to kick their own arse”. Easy for any sales recruit [...]

I’ve always been more interested in why people do what they do, not what they say. Because when you get past symptoms you can treat the root cause. As humans we always want to make sense of [...]

“Marketing are cost centres and sales are profit centres.” We’ve all heard this one right? When I look at this statement it’s generic but also contains some truth. Over the years I’ve seen [...]

Not using a CRM means your rural sales team are flying blind making assumptions and relying on guesswork at best for forecasting and sales pipelines. That's a dangerous path that can give you [...]

Understanding the emotional drivers behind your customer's decisions can be very rewarding especially for those rural marketers who want to get closer to their customers and secure more sales.

Politicians compete for power in their constituencies and rural marketing and sales teams should be no different. Whilst many dislike politicians, these elected representatives compete every 3 [...]

Last week marked my 7th Fieldays and it got me wondering. How effective is it as a marketing and sales channel? Is it the lazy option i.e. build it and hope they will come or is it the smartest [...]