Rural Marketing

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 [...]

It usually doesn’t look dramatic. It looks like the phone call you meant to return but didn’t. It looks like the driveway you meant to turn into on the way home Friday afternoon, but talked [...]

How often have you bought the cheaper version of something, only to regret it when it failed? I have. This summer I bought five plastic water timers. They were $9.99 each. Cheap enough to feel [...]

Most rural sales reps eventually hit what I call the OK Plateau. They do just enough to justify their salary, keep their sales manager off their back and stay comfortably employed. They [...]

“Everything that needs to be said has been said already. But since no one was listening, everything must be said again.”  – Andre Gide. Yes, I’m banging that bloody drum again. Why St [...]

Product training always dominates most training because there’s an innate safety in what you know, rather than what you don’t. It’s far easier to be competent and confident about a product you [...]

Rural sales teams get a lot of support from their managers but who supports the sales manager? We know high-performing sports teams are only as good as their coaches (think Graham Henry, Dick [...]

The Sale Experience is often over-shadowed by its cooler cousin Customer Experience (CX). This is because anything to do with “sales” has always been seen as a business that is below [...]