Fed Up with Pushback on Pricing? Here’s How to Take Control
Price pressure is as common in agri-sales as mud on your boots. If you’re not careful, it can pulverize your margins and force you into a [...]
Blogs
The Harsh Truth: Why Newsletters Only Work When They’re Newsworthy
Let’s get real: if your newsletters aren’t working, the problem isn’t the channel—it’s your content. Too often, I see rural marketers quick to [...]
“We Just Need to Increase Awareness”… Awareness of What, Exactly?
Ah, the classic marketing cliché: “We just need to raise awareness.” Or its cousin: “We just need to get our name out there more.” Every time I [...]
Would You Pass the Trusted Advisor Test?
The role of a trusted advisor is hallowed ground in rural sales. Many talk the talk, but few walk the walk. Becoming a trusted advisor isn’t an [...]
The Pain-Problem Gap: How to Dig Deeper and Sell Smarter in Rural Sales
Here’s the thing about problems: they’re public. Pains, on the other hand, are private. If you want to make more sales, you need to stop [...]
Want to Close More Rural Deals? Focus on the Buyer Instead of the Sale
Here’s a truth bomb for rural sales teams: no one sells anything without someone buying. It seems obvious, right? But too often, salespeople [...]
Educate to Dominate the Market: How Knowledge Drives Rural Marketing Leadership
Rural marketing can be a tough gig. Recently, we asked some of you what challenges you’re struggling with most, and the responses were revealing. [...]
How to Shape Better Conversations: Perfect the Implication Question for Rural Sales Wins
Have you mastered the art of the implication question? If not, you’re leaving money—and opportunities—on the table. In rural sales, it’s easy to [...]
How to Handle and Transform Price Shoppers into Value Buyers in Rural Sales
Every rural salesperson knows this classic line: “I’m just after a price right now.” It’s the verbal equivalent of hitting a brick wall. But [...]
