Greg Martinelli
Ag Sales Professional's Podcast by Greg Martinelli
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Greg Martinelli
Ag Sales Professional's Podcast by Greg MartinelliEpisodes
Greg Martinelli
Ag Sales Professional's Podcast by Greg Martinelli
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How dysfunctional is your sales anatomy? Last week, we covered the proper functional Anatomy of a Sale. Podcast version. Go back and read or listen to it first to gain a better understanding for this article. Listen in as we discuss the 5 Sys
Let’s study the healthy anatomy first Listen in as we discuss the healthy anatomy of a sale. We will cover the Purpose and Key components of the 5 Systems that make up a healthy sales anatomy:
And the mental minefield you must navigate to use these truths Sure, selling skills are great and necessary to succeed. Asking good questions, how to present your products, closing, and dealing with objections. However, I see more people who
Have these discussions immediately, even if you think you know the answers The answers to these seven questions are critical for your success as you join any organization. Originally, I titled this “7 questions every new salesperson should ask
How to capture 2/3rds more sales in the same amount of time and effort The strategy to grow my territory was always an exciting concept to work on. Over the years, I spent countless times trying to decide who, how, where, and when I would focu
The 1 question you need to ask every farmer you sell to during an inflation Remember that childhood challenge from the local bully? The one that sounded something like, “Yeah? So, what are you going to do about it?” Well, it might just be a g
3 areas to differentiate yourself as a salesperson When your customers interact with you and your company, do they say, “Wo! Or WoW?” Wo means, their experience is so bad, they exclaim, “Wo! That was bad.” WoW means, their experience is so good
Use the Buddy Shirt Method to develop teamwork Everyone knows or should know that we can all accomplish more through teamwork. And most of us in business actually practice fairly good teamwork behavior. The Problem: However, there is a group
Listen better, gain more understanding of what your customer needs, and sell better Every customer or prospect you meet is seeking one common goal. Do you know what it is? Is it money, bigger yields, lower input costs, or increased ROI? Mayb
People buy from people they Trust There is a well-known phrase in selling, “People buy from people they know and trust”. The struggle that most of us face in selling is, “How do I build trust?”. If you are a new salesperson and don’t have est
You Selling You to You Your first customer is you and the first product you sell is YOU! Might be a tongue twister, but it is true. This is not your standard run of the mill, “Fake it till you make it” message. I want you to understand that i
How to develop your own “Pain Relief” as an Ag Sales Professional Ever thought about your daily selling struggles as pain? When you decide to go see that difficult customer or collect from that past due account, do you think of it as pain? If
Useful or useless? Make your selling data work for you Sitting in my first official sales training session, one of our company’s top salespeople was giving all of us new salespeople a short training presentation. One of his opening comments s
A Salesperson’s guide to teamwork in a dysfunctional culture Salespeople need to build internal teamwork even when other departments don’t want to. It’s March and most of the agribusiness trade shows are winding down. Now, it’s time to get out
See if you or your sales team can answer them When preparing to do a sales training program, I always interview several people on the team. During each of those interviews, I have a short window of time to discover as much as I can about them,
2 requirements to win sales and influence customers with an aggressive approach The best salespeople I know are very aggressive. I didn’t say they were pushy, salesy, or annoying to their customers. Quite the opposite. Their customers love th
Quit talking and let them test drive your products The picture enclosed is what I drew up as the order of learning. As someone who runs training programs every week, I needed some way to explain to my audiences the importance of putting their
Your personal brand is as important as your company or product brand You may not realize it but you have a brand. Just like your company or the products you sell, your customers have an image (brand) in their minds when they think about you.
“I can’t…” is often the problem Prior to any sales training workshop, I have attendees fill out a self-assessment. On it, they rank themselves from weak to strong in many different selling skills. Then, I interview several of those salespeop
“I can’t…” is often the problem Before any sales training workshop, I have attendees fill out a self-assessment. On it, they rank themselves from weak to strong in many different selling skills. Then, I interview several of those salespeople
Selling techniques to brighten the dark days of winter The dead of winter is upon us in the northern hemisphere and it can seem a long way off until spring warms us up. The darker days of January and February can bring a mental cloud over our
A new look at setting goals and achieving your sales success Is goal setting a struggle for you? Or maybe you have been setting goals and not hitting them? In January, a lot of us sit down for our annual review and our annual goal-setting sess
Interview with Jodi Lynch Findley: Key points to improving your Ag career Are you a young-career-minded agribusiness professional? Then listen in as Jodi Lynch Findley joins me on today’s podcast to discuss: For more info and to listen to her p
Tell yourself a new story to increase sales confidence Storytelling is a very powerful tool in your sales arsenal. You can quickly use them to win over a prospect or convince a customer to follow your advice. (If you haven’t yet developed thi
The 2 questions you need to answer before stepping on the farm On day one of any sales career, never leave the office until you have a good answer to the following question, “Who do we sell to?” After discussing the answers to the “Who” questio
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