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A rural sales team cannot keep generating business if it has to start from scratch with every prospect. Reps can spend hours driving between farms, making calls and following up with existing [...]

A new rural sales rep is given a company vehicle, a territory, a list of customers and a sales target. They’re expected to get out there, build relationships and start bringing in business. [...]

A rural sales representative finishes a customer visit, climbs back into the ute and heads towards the next appointment. There is a quotation to prepare, a phone call to return and another [...]

A salesperson finishes a customer visit, returns to the office and updates the CRM. The next appointment is already waiting. Another quote needs to be prepared, a customer needs a call back and [...]

The pipeline is thin. A few quotes have gone quiet. The team is travelling plenty, answering messages and staying busy, but new conversations are not appearing at the rate the business needs. [...]

At my gym, I see inconsistency in its full form. New people arrive for class fired up, ready to change their lives. They do a couple of sessions. Then they disappear. Sales teams do the same [...]

A rural sales manager watches one of their reps get stuck in a customer conversation. The rep is wobbling. The objection catches them off guard. The customer pushes back on price. The next [...]

Learning is a lot like fitness. If you stop exercising, your fitness deteriorates. The same thing happens with learning. Without regular recall, reinforcement and practice, the skills you learn [...]

The Rural Sales Secret: Pull, Don’t Push Traditional selling has a problem. For many people, the word “sales” still creates images of pressure, persistence, and uncomfortable [...]