For the Ag Sales Professionals
The following are ideas and concepts that come from all the years of selling, managing salespeople, leading sales teams, and running a sales training service. As one of the most reluctant salespeople to ever head out into a territory, I found it to be an unbelievably rewarding career.
After ten years of writing a weekly blog and podcast, I’ve assembled these 44 truths. I’m calling them truths because I believe them, or they wouldn’t be on the list. I have lived them, tested them, and can prove with my experience that they are true.
They are not absolute. I’m sure there are a few more truths that will pop into my mind someday. But I hope they help you as much as they have helped me to make your sales career as rewarding as possible.
If you would like to explore more information on how to use these concepts to develop you or your sales team, please reach out. They can be implemented in a variety of ways, customized to what works for you and your sales team.
As always, my focus is working with professional salespeople in agribusiness to develop their selling skills, improve their customer management, and eventually become a trusted advisor in their market.
Click below to listen to all 44!
30 Jun 2026
The Sales Balancing Act – Podcast
A sales career is built on self-balancing your time
For an effective sales career, you need to be self-balancing. In every sales role, there is a constant pull of your time and energy between two opposites.
For example: “Do I…….
Focus on my current customers or focus on prospecting. The hunter-farmer decision
Focus on the strategic few customers or treat every customer equally.
Make sales calls or have an office day.
Focus on one market segment or cover all of them in my geographic territory.
Become a specialist versus being a generalist.
Focus on technical and data to sell versus more of a relationship selling style.
Being all about your commission versus being all about the customer versus being all about the most technically correct solution.
Listen in as we discuss how balance can help and hinder your sales career!
25 Jun 2026
Overcoming doubt when selling – Podcast
What to do at those critical moments of doubt
Every salesperson at any moment can run into a wall of doubt on any sales call. Even the most experienced have moments of doubt. Don’t let bravado or stoic expressions fool you. We all have it.
Confidence does not necessarily eliminate doubt. Confidence can mean that you know your products. You know how to recommend them or sell them. You know your market and your customers. So, you may feel confident at any stage of your sales career. Yet, doubt is always just a moment or thought away. Why? More importantly, how do I reduce those moments of doubt when selling?
It’s like riding a bike. Most of us are fairly confident at riding a bike. I’m on my bike for four or more hours a week. Confidence in my ability to ride is very high. Yet, I take turns in the rain and remember all the times I fell in the rain on slick roads. I remember a deer jumping out of a tree line and just barely missing it at 20 mph. (FYI, that feels fast on a bike). I remember getting a flat on a particular road and hitting the ground. And too often, I remember cars that drive too close or fail to yield at an intersection – realizing that right or wrong, I lose every interaction with a car or train.
So, yes, you might have confidence in you, your products, and your ability to sell them, but here are a few moments of sales doubt:
Doubt on a sales call:
Are they ready for me to ask a closing question?
Did I get enough information to make a good product recommendation?
Am I being too pushy? Nobody likes a pushy salesperson. If I do, they may never let me back on the farm again.
Click below to listen in as we help you embrace your moments of doubt!
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
5.0 / 5
9 ratings
Spotify
5.0 / 5
6 ratings
Podcast Authority Score: 57 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
80
Social presence
0
YouTube
0
Engagement
82
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