Stop Relying On Referrals
When rural companies proudly tell me they rely on word of mouth referrals, I think how much money they are missing out on. The problem is referrals – whilst the best kind of lead – [...]
Are You Tolerating Sales Underperformance For Too Long?
I’m noticing a disturbing trend: an increasing tolerance of underperformance by underperforming leaders who have have sat in their jobs for too long. It’s not just in sports or Ian [...]
7 Counterintuitive Questions You Should Ask Your Rural Prospect
Being counterintuitive is a hidden super power when it comes to rural sales. Counterintuitive questions work so well because your prospect doesn’t expect them and it breaks their automatic [...]
“I Just Need To Get In Front Of More Prospects…”
When your rural sales reps say this they can’t close. Instead of focussing on the close, they need to be focussing on the conversation. This is because all meaningful high purchase sales [...]
Let’s call out Marketing for what it is
I want you to ban the word Marketing in your rural business and call it Sales Support instead. Brace yourself for the howls, complaints and massive amount of crap you’ll get when you put [...]
