Science Of Sales Podcast (for Rural)

In this conversation, Mike Simmons discusses the misalignment often found in sales processes and the importance of understanding buyer needs. He emphasizes that sales should be viewed as an act of leadership and service, where the salesperson helps the buyer make informed decisions. The discussion covers the significance of curiosity, the alignment of sales processes with buyer journeys, and the evolution of sales techniques over time. Mike advocates for a shift in perspective, encouraging sales professionals to focus on problem-solving and genuine engagement with customers. Mike Simmons and St John Craner delve into the complexities of leadership and sales management. They discuss the inevitability of problems in leadership, the pitfalls of micromanagement, and the importance of effective coaching. The dialogue emphasizes the need for leaders to serve as guides rather than micromanagers, fostering an environment where team members can thrive. They also touch on the significance of setting clear expectations and the role of curiosity in coaching. The conversation concludes with legacy advice for sales reps and managers, highlighting the importance of being useful and helping others. If you want to find out more about Mike and what he and his team offers go to: https://www.findmycatalyst.com/ To connect with Mike do it here LinkedIn, go to https://www.linkedin.com/in/mikesimmons/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

In this episode, Natalie, a profit expert, shares her insights on common pricing mistakes, the importance of understanding one's salary as a business cost, and the need for effective communication of value to clients. St John and Natalie delve into the critical aspects of pricing and profitability for businesses such as: - Psychological barriers that prevent business owners from pricing confidently and the strategies to avoid discounting while still providing value, emphasising the importance of planning for profitability and understanding the client's perspective to establish a successful pricing strategy - Intricacies of pricing strategies, emphasising the importance of understanding client value, the role of commitment in pricing, and the power of language in sales conversations - Effective proposal strategies and the necessity of documenting discounts and assumptions to ensure clarity and maintain profitability The conversation highlights actionable insights for business owners to enhance their pricing models and client engagement. If you want to start your journey of pricing profitably and find out more about Natalie and what she offers go to: ⁠⁠www.NatalieCoombe.com⁠ To connect with Natalie in LinkedIn, go to https://www.linkedin.com/in/nataliecoombe/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

In this conversation, Ty R. Brady shares insights on sales and marketing training, emphasizing the importance of understanding the psychology of selling, building rapport, and effectively handling objections. He discusses the significance of serving the customer and focusing on their needs rather than the salesperson's agenda. The dialogue explores various techniques for effective questioning and the role of self-awareness in sales success. Ty also highlights the value of role-playing in training sales teams to improve their skills and confidence. In this conversation, Ty R. Brady and St John Craner delve into effective sales strategies, focusing on handling objections, the importance of integrating sales and marketing, identifying top sales talent, and providing key advice for success in sales. They emphasize the need for a structured approach to sales, the significance of perseverance, and the necessity of understanding customer needs to close deals effectively. Make sure you follow and subscribe to his podcast show: Ty Brady Way: https://podcasts.apple.com/us/podcast/the-ty-brady-way/id1464946628 Connect with Ty, through the following channels: ⁠⁠⁠LinkedIn: https://www.linkedin.com/in/bradyty/ ⁠Tiktok: https://www.tiktok.com/@ty.r.brady ⁠Instagram: https://www.instagram.com/ty.r.brady/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

It's here! After months of writing, refining, and packing in everything I've learned, my new (second) book 365 Days to Rural Sales Mastery is finally out! In this episode, I break down what's inside, why I wrote it, and how it will help you sell more in rural markets—without being pushy or salesy. Listen in and start mastering rural sales, one day at a time! Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Listen in and start mastering rural sales, one day at a time! +++ Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

In this conversation, Patrick discusses the principles of behavioural science and ethical persuasion, understanding human decision-making processes and the influence of social proof and authority on human behaviour. We delve into the seven principles of persuasion as identified by Dr. Robert Cialdini. They discuss the importance of authenticity, building relationships through shared values, and leveraging consistency in persuasion and the importance of reciprocity, liking, unity, social proof, authority, consistency, and scarcity in shaping relationships and driving sales. The conversation also delves into ethical considerations in persuasion, emphasizing the significance of intent and the long-term consequences of unethical practices. Through engaging anecdotes and case studies, they illustrate how understanding these principles can lead to more effective communication and decision-making. Enjoy this one. Chapters: 00:00 Introduction to Behavioural Science and Persuasion 02:35 Understanding Human Decision-Making 08:43 System One vs. System Two Thinking 15:18 The Role of Attention Span in Decision-Making 21:40 Ethical Persuasion and Its Importance 26:07 The Power of Association in Marketing 30:00 Exploring the Seven Principles of Persuasion 36:00 The Importance of Authenticity in Relationships 42:12 Building Connections Through Shared Values 48:00 Leveraging Consistency for Persuasion 51:58 Recap of Persuasion Principles with Practical Examples 52:59 The Power of Reciprocity in Consumer Behaviour 54:11 Understanding Liking and Unity in Relationships 56:42 The Influence of Social Proof and Authority 01:00:11 Consistency and Scarcity: Motivators in Decision Making 01:01:10 The Impact of Scarcity: A Case Study in Beef Sales 01:07:04 Ethics in Persuasion: Navigating the Fine Line 01:12:12 The Importance of Intent in Persuasion If you want to find out more abut Patrick and what he and his team offer go to: ⁠https://ethicalpersuasion.com.au/⁠ To connect with Patrick do it here: https://www.linkedin.com/in/patrick-van-der-burght/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

In this episode, Simon Bowen shares valuable insights on sales, emphasising the importance of understanding human behaviour. He advocates for a noble approach to selling that prioritises value and understanding over pressure tactics. Simon discusses using models to enhance communication and highlights the difference between being a vendor and a customer hero. He also addresses how sales are evolving in our AI-driven world and the significance of wisdom in the process. He encourages a future-proofing approach by simplifying complexity, maintaining calm, and helping clients become the heroes of their own stories. Finally, Simon underscores the importance of embracing AI to stay competitive in the changing market. Make sure you watch Simon and me chat as he draws his wonderful and powerful selling models on our new YouTube Channel: ⁠https://www.youtube.com/watch?v=yC4AbZvx4kE⁠ To find out more about Simon and his models visit: ⁠www.modelsmethod.com⁠ and make sure you sign up for his 20min teachings. +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

In this conversation, ⁠Paul Niven⁠, Vice President of Sales at Alta Genetics, shares his extensive journey in the agriculture and dairy industry, particularly focusing on his experiences in China and international sales. He discusses the importance of understanding customer needs, the qualities of effective sales leaders, and the significance of structured sales training. Paul emphasizes the need for salespeople to build genuine relationships with customers while also being knowledgeable about their products. St John and Paul discuss the challenges and strategies in sales training and management, particularly in the agricultural sector. They emphasize the importance of effective training methods, the role of sales managers, and the vital integration between sales and marketing. The discussion highlights the need for follow-up after training events, the balance between managing and selling, and the evolving nature of sales strategies. Paul also shares insights on the difficulties of agricultural sales and the necessity of continuous learning and adaptation in the field. Paul's LinkedIn: www.linkedin.com/in/paul-niven-%E…5%8D%9A-1127a8b/ Sound Bites - There are no customers in head office. - A theory download is no good. - Sales managers should not be selling. - Sales is the lifeblood of business. - Agricultural sales is very tough. - Don't pretend you know everything. - You need to keep learning. Chapters 00:00 Introduction to Paul Niven and His Journey 02:11 - Career Path and Experiences in Agriculture 08:33 - Transition to China and International Sales 12:34 - Managing a Diverse Sales Team 14:28 - Qualities of a Good Sales Leader 20:28 - The Importance of Customer Relationships 26:41 - Sales Training and Development 34:15 - Defining a Successful Sales Process 38:45 - The Pitfalls of Traditional Sales Training 42:11 - The Role of Sales Managers in Coaching 44:41 - Designing Effective Sales Management Training 48:40 - Sales Managers: Should They Sell or Manage? 54:18 - The Interplay Between Sales and Marketing 01:01:46 - Advice for Younger Sales Professionals +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

I wanted to kick off the new year with a few thoughts and reflections to kick off 2025 for you. I hope these ideas and insight help you. Enjoy. +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week Wes “Sales Whisperer” Schaeffer joins us from Southern California to talk all things sales. Wes is a seasoned sales pro with all the creds you'd expect from a former US Airforce Man. We swap war stories on best and worst sales training techniques, what Wes sees as what the best sales pros are made of, the role of mentors and what you can do to make more sales. We also talk Ju-Jutisu, Jock Willink and Bruce Lee along with the importance of commitment, discipline and consistency. He also shares his own much better version of ABC - the new ABCs of selling are always be curious, concise, consistent, and congruent. Wes is a top dude and worth following. Enjoy this one. To connect with Wes do it here LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ To find out more about his 12 weeks to Peak programme go to https://wesschaeffer.com/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week we go to Alberta, Canada to speak to top territory manager Joe Messina who works for ⁠Noble Equipment⁠: https://www.nobleequipment.ca/. Joe typifies what a great territory manager looks like: disciplined, self-motivated, driven and focussed. Listen to how he plans his weeks, manages his time, segments his customer base and bounces back from knock backs or rejections. If you're a machinery sales rep – or any rural sales rep for that matter – you can learn a lot from the likes of Joe. Enjoy this one. To connect with Joe do it here ⁠LinkedIn⁠: www.linkedin.com/in/joe-messina-963055191/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week I got lucky – again. For the second time I got back on with the wonderfully knowledgeable Andy Paul and his excellent show The Win Rate podcast: https://open.spotify.com/show/1B2IyepUjl01CP2LbOzxt3 Andy, me and his guests talk about the importance of not selling, selling like a human and the problem with forcing prospects through a seller's process, rather than a buyer's process. This was a lot of fun and I think you'll learn a lot about what stance to take when selling to win more deals. Enjoy this one. To connect with Andy do it here LinkedIn: https://www.linkedin.com/in/realandypaul/ Make sure you follow and subscribe to his podcast show The Win Rate: https://podcasts.apple.com/co/podcast/the-win-rate-podcast-with-andy-paul/id1688743707? And make sure you buy a copy of his brilliant book Sell Without Selling Out: https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572 +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

"Self-interest is undefeatable.” Make sure you read this again. What sales coach and trainer Michael Dunlevy is teaching us is we can only sell to our prospect's self-interest which in turn will then serve our own. Michael shares a similar sales philosophy to me and is very aligned in the same practices which made it a joy and pleasure to have this conversation with. Take this episode as special training coaching call for you. Listen and learn. I hope it helps. To connect with Michael connect and follow him, make sure you do here. Facebook: https://www.facebook.com/MichaelJamesDunlevy LinkedIn: https://www.linkedin.com/in/michael-j-dunlevy/ Also make sure you follow his and his colleague James Lawrence and their Unscripted Podcast: https://www.youtube.com/@jameslawrenceco/podcasts +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

Aaron Walsh is mental skills coach who works with the Chiefs Super 15 Team in NZ, Scotland Rugby, Harlequins, Texas Rangers and the Newcastle Knights. We talk about what sales teams can learn from high performance sports teams he has coached and trained over the decades. He shares his framework of: Grow yourself - Grow your mindset - Grow under pressure. We also talk about the importance of belief, accountability and ownership and how this leads to sustained success. We also discuss how to “manage the moments”. To connect with Aaron connect with him here on LinkedIn: https://www.linkedin.com/in/aaron-walsh-561690b0/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

“Ferg” as he's affectionately known to many on both sides of the ditch is founder and owner of NextGen Agri which specialise in animal genomics and advisory. Ferg shares in this episode how he stays on his game with the extensive travel he does, his routines, his rituals and how he manages energy and exercise along the way. We also have Ferg to thank for giving us a big boot up the backside to get this podcast up n' running.

“True salesmanship is the science of service. Grasp that thought firmly and never lose grip.” Arthur Sheldon 1903 Todd Caponi is the author of the 3x best-book-award-winning and international best-seller, The Transparency Sale, and his new bestselling book, The Transparent Sales Leader. Todd is a multi-time C-Level sales leader, a behavioural science and sales history nerd, and has guided two companies to successful exits. He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as President of Sales Melon. We talk about what the importance of honesty and transparency in sales and what we can learn from sales historians. We also talk about the demise of the sales profession and what history got right and we've got wrong. Todd is now an avid sales historian and collects and buys early 1900s sales magazines and catalogues that drive his poor wife and space in his home crazy. I'll leave the last words to Arthur Dunn in 1919 (Scientific Selling & Advertising) who Todd refers to: “If the truth won't sell it, don't sell it.” Wise words indeed. Enjoy this one, especially if you're a history buff and love great quotes. It's a goodie and packed with them! To connect with Todd and buy his brilliant books: ⁠https://toddcaponi.com/⁠ To follow Todd on Instagram: ⁠https://www.instagram.com/saleshistorian/ To subscribe to his podcast: ⁠ Apple⁠: https://shorturl.at/OiBWu Spotify: https://shorturl.at/Elh1I +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week I got my former coach and favourite Texan friend Carrie Wilkerson on the show and boy did she not disappoint! Carrie is a world class speaker and coach. She has shared the stage w leadership expert and 64 best selling books author John C Maxwell. She also just closed for the Ziglars – yes THE Zig Ziglar! So when I say we got lucky to get Carrie on we were very lucky for her to share all her wisdom and knowledge with us. We talk about what makes people coachable, coaching for accountability, lessons in leadership, how she coaches herself, how she leads herself and a whole bunch of other Carrie bombs. She rains utter gold on this so I strongly encourage you listen to this twice and take notes. To connect with Carrie go to: www.carriewilkerson.com To subscribe to many of her wonderful generous resources go to: www.carriewilkerson/links +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week the tables get turned on me as I get interviewed by friend and colleague Bridgit Hawkins who is CSO of CropX and Chair of NZ Agritech. We talk about my passion for life-long learning, what I do to motivate myself, boundaries, standards, routines, rituals, non-negotiables and the importance of energy management. Whilst this was different I hope there are some nuggets you can take out from it and use in your own life to get further ahead. +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: https://nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week we get Farm Tender Founder and Owner Dwain Duxson on the show to talk about how he's grown his business which now have a customer list of over 70,000 on its performance platform where they sell a multitude of rural items each and every day. Dwain is an avid reader, writer and email and is living proof that email and newsletters are not dead. Used well it's the message and the medium. He shares many tips and tools he and his team have used to grow their business significantly in the last 15 years. Pay attention to what he says because it works. To find out more or connect with Dwain connect with him here on LinkedIn: https://www.linkedin.com/in/dwain-duxson-81979b46/ or here: www.farmtender.com.au/about-us +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

“You can't scale dependency” Keith is named one of the Best Leadership Coaching organizations worldwide. Since 1989, Keith has coached over 3 million managers and salespeople on six continents in over 75 countries. He's the author of Coaching Salespeople into Sales Champions, the #1 best-selling sales management coaching book on Amazon and Sales Leadership, which was named Amazon's 2018 Sales Leadership Book of the Year. He was also named one of the most influential coaches by Inc. magazine and Fast Company. We discuss: – why sales managers prefer to deflect their own training by talking about their team instead of themselves – the top three attributes of highly successful sales managers – the importance of taking time to self-reflect to improve self-awareness – how to manage for accountability and under-performance – the vital need for conversations of care when coaching your rural sales team We were extremely fortunate to get Keith to come on show so buckle up for a sales management masterclass. This one was a cracker. Enjoy. +++ Download many of his generous free sales leadership and coaching resources here: https://keithrosen.com/ Connect personally with Keith on LinkedIn here: https://www.linkedin.com/in/keithrosen/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

“When you preach excellence and practice mediocrity you are a liar.” Allistair McCaw is a high performance coach, best-selling author of 7 books and sought-after keynote speaker based in Florida and is himself a former World Champion Duathlete. He has trained many South African cricketers and tennis players like Graeme Smith and Kevin Anderson and spent time with Roger Federer. He's also worked alongside well known ATP/WTP tennis legend Nicholas James Bollettieri who trained Andre Agasssi, Venus and Seren Williams, Monica Seles, Boris Becker and Maria Sharapova. We talk what sales leaders can learn from top sports coaches and the importance of vulnerability when it comes from leading from strengths. We also talk about why it's vital to have the 3Cs: Character, Competence + Coachability. We also touch on how you need to show how much you care for each individual on their team so they trust you and work for you. This is a great episode for rural sales managers and leaders who want to learn to get better and get the most from their rural sales team. Enjoy. +++ To connect with Allistair do this here on LinkedIn: https://www.linkedin.com/in/allistair-mccaw-552a0a89/ Buy any of his 7 best-selling brilliant books here: https://tinyurl.com/y6f2z472 Subscribe to his Podcast here (Apple and Spotify) Apple Podcast: https://tinyurl.com/y2b88nr9 Spotify: https://tinyurl.com/yc2prnxb +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation)

In this solo podcast, St John shares his top 10 recommended podcasts and email newsletters, emphasizing the value of continuous learning and expanding knowledge. He provides insights into each podcast and newsletter, highlighting their relevance to human behavior, psychology, neuroscience, and personal development. St John encourages listeners to convert their downtime into uptime by leveraging podcasts and newsletters for learning and personal growth. Here are some of the key takeaways: -The Importance of Continuous Learning: St John underscores the necessity of ongoing education for both personal and professional development. -Top 10 Recommendations: A curated list of podcasts and email newsletters that delve into topics such as human behavior, psychology, neuroscience, and personal development. -Maximizing Downtime: Tips on how to turn idle moments into productive learning opportunities using podcasts and newsletters. Check out the top 10 podcast here! 1. The Knowledge Project by Shane Parrish https://fs.blog/knowledge-project-podcast/ 2. Hidden Brain by Shankar Vedantam https://hiddenbrain.org/home/ 3. The Diary of a CEO by Stephen Bartlett https://stevenbartlett.com/doac 4. The Psychology Podcast by Scott Barry Kaufman https://scottbarrykaufman.com/podcast/ 5. The School of Greatness by Lewis Howes https://lewishowes.com/sogpodcast/ 6. SmartLess by Jason Bateman, Sean Hayes, and Will Arnett https://www.smartless.com/ 7. Impact Theory by Tom Bilyeu https://impacttheory.com/ 8. Finding Mastery by Dr. Michael Gervais https://findingmastery.com/ 9. The Business of Authority by Jonathan Stark and Rochelle Moulton https://www.thebusinessofauthority.com/ 10. The Tim Ferriss Show https://tim.blog/podcast/ Bonus Podcast: The High Performance Podcast By Jake Humphrey and Damian Hughes https://open.spotify.com/show/3WKI7p6tuq6kJRw1xfRS7Q?si=10d0ce31f99f4022 +++ Connect on LinkedIn: www.linkedin.com/company/agrarian/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation)

Nathan Faledie is a Dakota based farmer who writes a lot about the trials, triumphs and tribulations of Agtech.   He comes very much from a farmer-first perspective and is known round the traps for asking good qualifying questions when thinking about the adoption or pros and cons of Agtech on-farm. Nathan is unapologetic in challenging industry norms and assumptions so I got into the show to stir the pot somewhat and offer a different perspective and has an extensive background in Ag and Agritech. Enjoy. Show Notes: Listen to ⁠Ag-Uncensored⁠ podcast on ⁠Spotify⁠ (https://shorturl.at/jIbsW) and ⁠Apple Podcasts⁠ (https://shorturl.at/cKHQQ) Connect with Nathan ⁠here (https://www.linkedin.com/in/nathan-faleide-036b43b5/) +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

“The minute we begin to think we have all the answers, we forget the questions.” Madeleine L'Engle This week we speak to top selling machinery area sales manager Tony Hennessey from JCB Construction which is part of the Power Farming Group. (www.powerfarming.co.nz) Tony is based in Waikato, New Zealand and has enjoyed a meteoric rise to his current role in less than 7 years. He has been a consistent top sales person and winner of company sales records in large and mini excavators and strives for excellence. We talk about how he got to where he is today, the struggles and sacrifices he made, the lessons he learnt along the way (including catching himself when he got arrogant and strayed from the system or process he'd put in place) and the structure, routine, rituals and habits he's installed to support his success (top traits of a high performer there btw

This week we got lucky and managed to convince former Waratahs, Queensland Reds and Wallabies player Beau Robinson to come onto the show. Beau specialises in leadership coaching predominantly to the Ag sector and shares many lessons on what he learnt along the way as a high performance athlete and how they translate into the corporate and agri world. We talk plenty of footy and code with a good dose of talking about business, coaching, management and the difference between them all. Beau shares some gold with key insights working alongside high performance athletes and coaches across his illustrious career. Make sure you take note of them. Enjoy. This week we got lucky and managed to convince former Waratahs, Queensland Reds and Wallabies player Beau Robinson to come onto the show. Beau specialises in leadership coaching predominantly to the Ag sector and shares many lessons on what he learnt along the way as a high performance athlete and how they translate into the corporate and agri world. We talk plenty of footy and code with a good dose of talking about business, coaching, management and the difference between them all. Beau shares some gold with key insights working alongside high performance athletes and coaches across his illustrious career. Make sure you take note of them. Enjoy. +++ To connect with Beau do this here on LinkedIn: https://www.linkedin.com/in/beaurobbo/ To buy his brilliant book In The Arena go here: https://www.amazon.com.au/Arena-business-climbing-overcoming-adversity/dp/0648540421 +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

“Your level of success will rarely exceed your level of personal development because success is something you attract by the person you become.” - Jim Rohn If you're struggling in sales and feeling down or dejected, I've recorded this episode especially for you. I share some of the tools I've used to get through some tough patches and come out the other side. The most important thing you can do is continue to take consistent and deliberate action, and the right action of course as you can be busy working on the wrong stuff rather than the right. And remember to take solace in the fact that all your competitors are in the same boat—it's always up to you and the choices you make to navigate these times and become better. Let me know what you think of this episode by dropping me a message or email. I always love to hear from you and get feedback on the show. I'll leave some last words of wisdom again to our mate Jim Rohn: “Don't wish it was easier, wish you were better. Don't wish for less problems, wish for more skills. Don't wish for less challenges, wish for more wisdom.” +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

I recently was invited to appear on the very popular Farm4Profit podcast with hosts Dave and Tanner to talk about the science behind rural sales psychology. I share some tips that I teach my students so listen up and take lots of notes like Dave did if you want a masterclass in how to make more rural sales. Thanks to Dave and Tanner for having me on their fantastic show. Make sure you follow them! Show Notes: Farm4Profit shows links ⁠Spotify: https://acesse.one/68dPz ⁠ Apple Podcast: https://l1nk.dev/vQPX8 +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

"Be in the mind of your market.” This week we speak to my good Irish friend and buddy Ross O'Lochliann who teaches and specialises in copywriting, marketing and persuasive writing. Ross takes us through his 5 steps to find your Golden Prospect which is utter gold in itself so make sure you listen carefully and take notes. We also talk about where good insights come from the power of observation and paying attention to the conversations you have with customers. Ross also recently made a public pledge to be 100% human ie. his content is not AI/Chat GPT created. Ross writes from his soul and true self and suggest you do too as there is only one of you and everyone else is taken! Whatever you right must reward your reader and be worth reading and worth following. And always write on the regular. This was a great conversation and a ton of tips for you if you want to improve how you connect and build better relationships with future customers. Show Notes: To download and access many of Ross's free resources visit: https://conversionengineering.co/open-every-day-book/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

David is a sales scientist, lecturer, author and speaker who wrote a brilliant book called Sell The Way You Buy which you all need to go out and buy right now. I got David on the show to talk about the science and data he has synthesised over many years that helps sellers sell. We talk about the science of self-disclosure and how we improve the feeling and experience of buyers when dealing with sellers. David also talks about the importance of disassociation and detachment from the outcome of sales so you can be better received and complied with as a seller. David is world-class at what he does so I recommend you listen to this one and follow him on LinkedIn (link below) and his many resources which he generously and freely shares. This was a GREAT conversation which I enjoyed. I hope you enjoy it too. Show Notes: To connect with David on LinkedIn: https://www.linkedin.com/in/dpriemer/ To know more about what David does check: https://cerebralselling.com/ Buy his book: https://www.amazon.com.au/Sell-Way-You-Buy-Approach/dp/1989603203 +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

Emmy is a animal scientist, former journalist, author blogger and speaker who specialises in helping rural companies – and especially as animal nutrition companies – tell their story better. We talk about how you create a unique and different story, where it comes from, the do's and don'ts of corporate communications, and most importantly the DNA and dialect of your brand voice. Show Notes: To connect with Emmy on LinkedIn: linkedin.com/in/emmykoeleman +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

“How long do you need to suffer for?” “The frame is more important than the picture” Kane Brisco is a Taranaki dairy farmer, author and coach of Farm Fit NZ. Kane published a book (link below) 2 years ago which is brilliant so I got his own the show to share why he wrote it and what other rural men and women can learn from it. We talk about the mistakes Kane sees rural men make inc. a lack of self-awareness and in his case being too proud to ask for help (he did eventually with a farm consultant). We also talk about the connection between body and mind, the importance of self-care, having a purpose, smelling the roses, connecting with nature and people, the legacy you want to leave and why exercise creates energy even when you don't feel like it. Since reading his book I've wanted to talk to Kane for a while. You'll get a ton from this episode if you listen with an open mind. Awareness is key. Enjoy. Show Notes: Email Kane (⁠farmfitnz@hotmail.com⁠) Connect with him on Instagram: ⁠Farm Fit NZ⁠ (https://shorturl.at/besK0) To buy his brilliant book ⁠here⁠ (https://shorturl.at/jFNPQ) +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week I'm doing something different. I wanted to share a podcast I was very fortunate to guest on with our previous guest Andy Paul. Andy runs a very successful coaching company in the US and is one of the top US sales coaches in his country. His Win Rate Podcast is in the top 1% of all sales podcasts globally and the podcast itself is in the top 10% of all podcasts. We talk as a panel about the importance of signalling psychological safety both with buyers but also as managers managing reps. When we do this we create the right conditions for a sale because our buyer feels safe and will be more vulnerable with us so we learn more through a deeper, richer conversation. Andy is world-class at what he does so I recommend you listen to this one and follow him and his show (links below). Show Notes: Win Rate Podcast Show Spotify: https://rb.gy/1g264g Apple: https://rb.gy/66uu34 To find out more about Andy, read his blogs or buy his books: www.andypaul.com +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

“Responsibility is about you responding with ability.” Wayne Dwyer This week we welcome public speaker, NLP trainer and clinical hypnotherapist Dr John Santangelo onto the show to tell us all about NLP (Neuro Linguistic Programming) and how you can use the power of re-wiring your mind to get the success you deserve. We talk about why change is so hard yet so easy, how to make new habits and behaviours stick, self-sabotage, mental recipes and the importance of awareness and action, having a clear vision and mapping obstacles. John has great energy, shares his best books (including the ones he wrote himself – see his links below). He was a joy to interview. Enjoy.   Show Notes:  To get in touch with John directly and book your 30-minute coaching session: ⁠www.LANLP.com/coaching⁠  Free NLP Mini-Course: ⁠www.LANLP.com/free⁠  Free Setting Goals ebook: ⁠https://lanlp.com/setting-goals-sign-up⁠  Buy his other books: ⁠https://www.amazon.com/stores/author/B002VAYUDU/allbooks⁠ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

"The mental is to the physical as three is to one.” - Napoleon Bonaparte This week we speak to international basketball player Dre Baldwin from Miami Florida on the mind of an athlete and his experience of what NBA call “Exposure Camp” where he sent a VHS to 60 coaches and got picked by 1. Whilst he wasn't successful in being drafted into the NBA he did spend 9 years overseas playing professional basketball. We talk about the importance of practice, dedication, self-belief, discipline, sacrifice and visualisation. He was very early in picking up the internet whilst other players were focussing on their game and he set up his own mindset coaching business. Since then he's never looked back as an author of 9 books and speaker at 4 TedX events. He is a prime example of someone who doesn't give up and determined his own destiny using the right mindset and training his brain as much as his physicality. If you're struggling with mindset or self-belief , “Dre All Day” is your man for some big inspiration that you can do something if you want it badly enough. Show Notes: To get in touch with Dre direct and connect with him on LinkedIn go here: https://www.linkedin.com/in/dreallday/ To buy his Book The Third Day: The Decision That Separates The Pros From The Amateurs go here: http://bit.ly/Third-Day-Decision-Separates-Amateurs To find out more or enrol in Dre's Work On Your Game University here: https://rb.gy/dn8ma6 +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

In this week's episode, we have Leslie Venetz, a top sales trainer based in Chicago. She shares her story and insights on taking responsibility for professional development and betting on oneself and talks about the difference between expertise and experience, and the distinction between true sales professionals and those treating sales as a job. Leslie shares her resources and strategies for growth and development, including rituals, routines, structures, and systems. Lots of valuable takeaways from Leslie in this episode. Enjoy. Show Notes: To connect with Leslie on LinkedIn you can do that ⁠here⁠. https://www.linkedin.com/in/leslievenetz +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week we welcome wealth coach Jackson Millar who shares some ideas for some of you who might be working a sales job to provide some much needed off-farm income to support on-farm income. His advice is simple, practical and easy to understand without any of the normal complexity you sometimes get with financial advisors. He shares the 3 asset strategy he uses to great effect plus gives his 5 fundamentals on property which is worth its weight in gold. We also talk about the blocks and barriers that stop people from getting started on their wealth journey. The key is to start small with baby steps and build from there. Enjoy. Show Notes: Make sure you take his Wealth Health Check https://www.wealthhealthcheck.com.au/optin1649826932327 Or to connect with Jackson and his Team go to https://www.aureusfinancial.com.au/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week we welcome Bridgit Hawkins who is the Chief Sustainability Officer of ⁠CropX⁠(https://cropx.com/), Chair of ⁠Agritech NZ (https://agritechnz.org.nz/)⁠ and mentor at ⁠Sprout https://www.sproutagritech.com/)⁠. Bridgit shares a ton of insights starting with her own Regen start up story before she sold and exited to CropX, what she would have done differently if she had to do it again, the product, sales and marketing mistakes she suggests you avoid and her best advice for any agritech company when the going gets tough (which it always will). This is an episode that will be useful to you if you are an owner, founder or head up or manage an agritech or rural agribusiness as there's so much we cover in this episode that can save you a lot of time, money and pain. Show Notes: To connect with Bridgit on LinkedIn you can do that ⁠here⁠: linkedin.com/in/bridgit-hawkins-485a9b8 +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week we welcome Conrad Wilkshire who is GM Rural at Property Brokers and former GM Agribusiness at BNZ Agri and COO at FMG. Conrad shares some of the tools and frameworks that have helped him manage significantly sized rural sales teams over his career. We talk about the importance of autonomy and mastering and designing the right environment for “ordinary people to achieve the extraordinary”.  This is an episode that will be useful to you if you head up or manage a large rural sales team and want to learn about how you can take them to the next level. Enjoy. To connect with Conrad on LinkedIn you can do that ⁠here⁠: linkedin.com/in/conrad-wilkshire-99435650 To find out more about his company and what they do: ⁠www.propertybrokers.co.nz⁠ His recommended books: ⁠Gung Ho⁠ (https://a.co/d/aJQ5gI9) ⁠The Leadership Code (https://a.co/d/hCN6buq) +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week we welcome owner and founder Richard Harris of The Harris Consulting Group who specialise in teaching and scaling tech/SAAS sales teams. Richard is also one of only a few very esteemed “Sales Blazers” having been recognised formally by SalesForce. Richard and I talk about why so many managers and teams resist sales training and the psychology behind their reluctance to change so they can become better. We also touch on why there is often the same resistance and reluctance when it comes to sales teams using and adopting CRM. Show Notes: To connect with Richard on LinkedIn where posts both prolifically and intelligently you can do that ⁠here⁠: https://www.linkedin.com/in/rharris415/ To find out more about his company and what they do: https://theharrisconsultinggroup.com/ And watch out for his upcoming book which will be released in February 2024 called The Sellers Journey (which I will be putting on pre-order and on my watchlist). +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week we welcome master sales trainer Gina Trimarco on the show from South Carolina US who works at Sales Gravy and is the founder of the Carolina Improv Company (improv comedy theatre and school since 2008). Gina has dedicated her career to helping people learn to become more agile communicators through the power of improv. We talk about several humour-appropriate strategies that salespeople can use to build genuine rapport and provide a superior buying experience inc. the “Yes And” technique as well as her Heightening Strategy. She also shares how to think on your feet by the game of the scene which she learnt doing and teaching improv. If you want to learn a few tips about to have a bit more fun and “find the funny” rather than force it – and put your buyers at ease whilst you're at it - you'll love what Gina has to share. To find out more or connect with Gina and the Selling with Humour courses she runs feel free to connect with her on LinkedIn: https://www.linkedin.com/in/ginatrimarco/ To find out more about the improv classes she runs visit: https://ginatrimarco.com/carolina-improv/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week we welcome John Duncan on the show who owns and runs an executive leadership coaching consultancy in Christchurch. John is a fountain of knowledge on all things leadership and has worked with some of the best and biggest corporates in New Zealand. We talk about the difference between management, leadership, coaching, mentoring and consulting. We also dive deep on what self-leadership means and the importance of emotional intelligence and learning agility. If you run a sales team or are a manager this will be one you want to listen to and learn from. Enjoy. Show Notes: To find out more or connect with John feel free to connect with him on LinkedIn: https://www.linkedin.com/in/johnduncan1/ To see what John and his team at The Forum Group offer visit http://www.forumnz.co.nz/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: https://www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: https://www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This one's a bit more of a personal podcast where I take you through my life story and where I am today. I constantly do difficult things so I can learn more about myself – and trust myself. When I do this the confidence I have in myself grows as I set myself new standards so I can show up for the world as a better person. Whether it was moving to the other side of the world at 25, getting divorced at 32 with no family around me, swimming Kapiti Island (which got cancelled 3 times) or starting my own business 7 years ago with ZERO clients, I've always liked to do difficult things. I've never taken the easy path because you learn nothing and you end up married to a life of mediocrity. There's only one person that will kick your own arse - and it's yourself. No one else is coming to get you or sort you out. It starts with you and the relationship you have with yourself. When you get that part right, all your other relationships improve because you buy into you. On this podcast I share a lot about myself that I haven't shared widely with others in the hope that learning about me might awaken or make you learn something about yourself. Enjoy. +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.agrarian.co.nz

Lindy Nelson MNZM is founder of the Agri-Women's Development Trust which she formed in 2010. Lindy is a staunch supporter of agricultural women and their contribution to off and on-farm income as leaders so it made sense to get Lindy on the show to talk about her own leadership journey. Lindy talks about the importance of self-awareness and being held to account. She also talks about why leading yourself is the first step to successful leadership. We get her views on what makes a great sales experience, what's right and wrong about rural marketing and she also shares a very clever S.C.A.R.F acronym that will help you in your conversations at team, client or Board level. It was a delight to talk with Lindy and I always learn a lot. Hope you do too. Enjoy. +++ Show Notes: To get in touch with Lindy connect with on LinkedIn (linkedin.com/in/lindy-nelson-mnzm-54aa6228) or email her: ratahiwi@farmside.co.nz To find out more about AWDT go to: www.awdt.org.nz To find out more about the great work Lindy and her Safer Farms Team are doing visit: https://farmwithoutharm.org.nz/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.agrarian.co.nz

This week we welcome back on the show Mark Elliot former High Performance Director of Triathlon NZ, Bike NZ, NZ Olympic Winter Sports and now Board Members of Paralympics NZ. Mark and I pick up where we left at ⁠Episode 28 (https://open.spotify.com/episode/1osqkymzhOm2qvfuMwuKL3?si=jHnrKsz1SRq4OCjrMKn-Ow)⁠ where we go deeper into the importance of pre-briefing and de-briefing in high performance sport and how this same process can be applied in sales with your rural sales teams. We also talk about how to develop a coaching culture and how to create the right conditions to provide feedback without athletes – or your team members – taking things personally. We cover off the importance of self-awareness and the coaches Mark follows and admires. We also chat quickly about Eddie Jones : ) This episode will – again - give you some inspiration and insights into the minds of world-class coaching and coaches and how you can apply similar principles to lift the performance of your rural sales team. Show Notes: To find out more or connect with Mark feel free to connect with him on ⁠LinkedIn - linkedin.com/in/mark-elliott-936488aa +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.agrarian.co.nz

“You gotta kill the person you were born to be to become the person you want to be.” Harry Newey is a long-time Rural Sales Success™ student and Key Account Manager for Castlegate James Feeds NZ. Harry takes us through his life and learning journey including his Royal Marines recruitment process, his mindset, his routine and rituals and the habits he uses to ensure he sold the biggest ever company tonnage on record (he's on track to beat it again this year). Harry is a great example of what can be achieved regardless of your upbringing or background and how applying the right training in both the personal and professional space can make you unstoppable in sales. Harry epitomises what it is to be a great, coachable student and a life-long learner with an open and willing mindset. His maturity, self-awareness and growth belies the fact he's only 27 years old. Listen and learn the specific tools and techniques Harry uses to keep himself and his tonnage sales at the highest level. +++ Show Notes: To find out more about Castlegate James and their innovative co-product feed solutions that divert 700,000 tonnes of food from landfill yearly visit: www.castlegatejames.com +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.agrarian.co.nz

This week we welcome Derek Daniell who is a very well-known and respected across New Zealand Ag in his role as CEO of NZ's largest ram breeding business Wairere (https://wairererams.co.nz/) which has operations in NZ, Australia, UK and Europe. Derek is a big cerebral thinker and looks at the bigger picture for NZ Ag. We talk about the future of NZ Ag, what Australia thinks of NZ, climate change and GHG emissions, carbon, land prices, his biggest life lessons and his best advice for sales people selling to farmers. Enjoy this one. Show Notes: To find out more about Derek and Wairere visit https://wairererams.co.nz/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.agrarian.co.nz

This week we welcome James Allen who is a very well-known and respected agribusiness consultant across New Zealand in his role as CEO of New Zealand's largest agribusiness and farming consultancy AgFirst NZ. James is a current Nuffield scholar, former president of the National Fieldays Society and a leading contributor to many rural and farming organisations. James works with many farmers across all sectors so he shares a lot of insights into what makes farmers tick, what to watch out for and how to sell to them in tougher times. We also talk visual, verbal and non-verbal cues. You'll learn a lot here. Enjoy. Show Notes: To find out more about James and AgFirst NZ visit www.agfirst.co.nz To download their exclusive Dairy Farm Budget Monitoring Survey which shares some very valuable data visit: https://www.agfirst.co.nz/projects/financial-survey-dairy To connect with James personally on LinkedIn - https://www.linkedin.com/in/james-allen-b65bb014/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.agrarian.co.nz

“Content is king, consistency is key.” Duncan Humm is editor alongside colleague Tyler Fyfield who run a highly successful 220,000 strong Facebook Group called NZ Farming (https://www.facebook.com/NZFarming) Duncan takes us through some tips and techniques to growing a group and the importance of caring for your community before commercialising it. He also talks about the how any post needs to be authentic and genuine, not polished or corporate to get true connections and engagement. NZ Farming is one of the largest Facebook Groups in New Zealand and during COVID was in top 5 of all Facebook pages. If you want to grow a group, learn how here. Enjoy. +++ Show Notes: To contact Duncan directly email him: duncan@nzfarming.org or connect with him on ⁠LinkedIn⁠ linkedin.com/in/duncan-humm-a3a0b2149 Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.agrarian.co.nz

“In order to be a thought leader you need to have leading thoughts.” This week we welcome back my Minnesota Agritech marketing buddy Dan Schultz. Dan and I talk this time about the traditional ad agency model, why we are both seeing so much “marketing theatre” (aka. vanity metrics), the importance of being provocative and then nuanced in your positioning and what AI tools like ChatGPT and MidJourney mean for agritech marketing. Dan also shares his go to marketing book recommendations and best podcasts. Show Notes: To contact Dan directly email him: dan@schultzcollaborative.com or connect with him on LinkedIn www.linkedin.com/in/danpschultz/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation). For more on us, what we do and who we work with: www.agrarian.co.nz Download transcript here: https://shorturl.at/oyzGM

“What's an idea you wish your market would buy into?” This week we welcome Philip Morgan to the show who is a positioning and specialisation coach. Phil is based in Montana US and specialises more in the tech entrepreneur and services space but the wisdom he has and shares is as applicable to Ag. He is deep, articulate and cerebral thinker. Phil and I talk about what effective positioning is and isn't, why most companies can't specialise, the importance of Point Of View and how it helps you differentiate, the role of trademark ideas and why bravery, discipline and generosity work best if you want to succeed and cut through in a commodity world. Show Notes: To buy or sample Philip's book: https://philipmorganconsulting.com/positioning-manual/ For Philip's example of fantastic specialisation case studies: https://philipmorganconsulting.com/specialization-examples/ To contact Phil directly: philip@philipmorganconsulting.com +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation). For more on us, what we do and who we work with: www.agrarian.co.nz

This week Agritech pro Dan Schultz on the show. Dan is US based in Minnesota and works with several SAAS/Start Up Agritech firms advising them on how to market better. Dan and I talk about what Agritech firms are doing right and wrong, how they can improve their marketing results and why getting inside the minds of your farming clients is so important. We also talk about why psychology plays such a big role in marketing and sales. Dan is so good at what he does that we're going to get him on for a part 2. Show Notes: To contact Dan directly email him: dan@schultzcollaborative.com or connect with him on LinkedIn https://www.linkedin.com/in/danpschultz/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation). For more on us, what we do and who we work with: www.agrarian.co.nz

Chrissy Wozniak runs the North American Ag podcast which is in the top 0.5% of all world podcasts celebrating all the positive benefits of Ag so we get very lucky to have her on the show! We talk about the “handshake business” of tradeshows, do's and don'ts to stand out at trade shows or Fieldays/fieldday events, how to use marketing automation to reduce wastage, why building your list is your lifeline and the importance of process-focussed marketing. If you are a rural business owner or marketer wanting to up your game or get more from your marketing, then this episode is jam-packed with insights and intel you can use and apply immediately. To connect with Chrissy visit North American Ag here: https://www.northamericanag.com/ and Chrissy's website here https://www.chrissywozniak.com/ +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: http://www.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals)here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: https://www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (https://www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (https://www.ruralsalessuccess1.com/rural-sales-manager-mastery-programme-invitation) For more on us, what we do and who we work with: www.agrarian.co.nz