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Let’s talk about the one word that gets tossed around in rural sales and marketing like confetti: value.  We all love to talk about value propositions, but here’s the hard truth: most of us get [...]

Price pressure is as common in agri-sales as mud on your boots. If you’re not careful, it can pulverize your margins and force you into a downward spiral of discounts that lead to destruction.  [...]

Let’s get real: if your newsletters aren’t working, the problem isn’t the channel—it’s your content.  Too often, I see rural marketers quick to blame the platform when results don’t meet [...]

Ah, the classic marketing cliché: “We just need to raise awareness.” Or its cousin: “We just need to get our name out there more.”  Every time I hear this, I have to ask: “Awareness of what, [...]

The role of a trusted advisor is hallowed ground in rural sales. Many talk the talk, but few walk the walk. Becoming a trusted advisor isn’t an overnight achievement. You can’t just pop a magic [...]

Here’s the thing about problems: they’re public. Pains, on the other hand, are private.  If you want to make more sales, you need to stop focusing on problems and start uncovering pains. Why? [...]

Here’s a truth bomb for rural sales teams: no one sells anything without someone buying.  It seems obvious, right? But too often, salespeople focus so much on selling that they forget the crucial [...]

Rural marketing can be a tough gig. Recently, we asked some of you what challenges you’re struggling with most, and the responses were revealing. Three key themes stood out: How to better qualify [...]

Have you mastered the art of the implication question? If not, you’re leaving money—and opportunities—on the table. In rural sales, it’s easy to stick to surface-level questions. But if you want [...]

Every rural salesperson knows this classic line: “I’m just after a price right now.”  It’s the verbal equivalent of hitting a brick wall. But here’s the thing: when someone leads with price, it’s [...]