Rural Marketing

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 [...]

SouthWest Airlines some years ago decided it was better to focus on their happier 5, 6 and 7 ranked customers rather than their unhappier 1, 2 and 3 ranked customers. Research showed them that a [...]

Netflix said the more rules you have in your culture the more your culture is broken. The same can be said for sales. The more you need to manage your sales team, the more signals you have that [...]

We’ve been in the privileged position to interview, teach and train hundreds of rural sales reps over the years. This means we get to see what separates the great from the good. Here are [...]

Now is the time to ensure your rural marketing machine is making money rather than costing you money. When times get tough the first thing to always go in the budget is marketing. And so it [...]

Panicking has never made for good, sound decisions.  From a psychological and physiological point of view, our brains freeze when facing perceived threats and fear through a flood of adrenal [...]

The days of winging it are long gone. The game’s changed. What got you here won’t get you there. You are either moving forwards or backwards. There is no other way. In order to [...]

An age-old argument. A bit like chicken and egg. Which comes first: efficiency or effectiveness? I’ll declare I am firmly in the effectiveness camp. And I’ll tell you why: I see so [...]

We talk about visibility, profile or awareness all the time but few of us actually walk our talk. We pay lip service to it, don’t know how to do it or worse, fail to fire a shot at all. The [...]