#96: The Confidence Factor: Mindset, Motivation & Sales Leadership w/ Yvonne Hilsz

Selling with confidence isn’t about being pushy — it’s about people, performance, and purpose.

In this episode of The Rural Sales Show, St John Craner heads across the ditch to Sydney to chat with Yvonne Hilsz, an award-winning sales trainer and coach who helps teams sell with confidence and leaders lead with clarity.

Together, they explore what really drives sales success — from mindset and motivation to coaching, connection, and confidence. Yvonne shares her journey from hospitality to high-performance sales training, revealing how trust, rapport, and great questioning underpin every successful sale.

You’ll learn:

  • Why confidence is the cornerstone of consistent sales performance
  • How to coach your team instead of just managing them
  • The difference between high and low performance types — and how to lead each one
  • Why mindset and self-awareness matter more than scripts or KPIs
  • How to build rapport that leads to long-term customer relationships
  • Practical ways to recognise top performers and lift underperformers

Yvonne and St John unpack the psychology of selling, the art of coaching, and the human side of leadership — lessons that apply whether you’re leading a rural sales team or running your own business.

🎧 Listen now to discover how shifting your mindset and coaching approach can transform how you lead, sell, and build trust with every client.

📌 Resources:

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Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#95: How to Win Sales Without Pitching w/ Blair Enns

Selling isn’t about pressure — it’s about positioning, psychology, and trust.

In this episode of The Rural Sales Show, St John Craner speaks with Blair Enns, world-renowned sales trainer and author known for helping creative professionals master the art of selling expertise.

Together, they unpack what truly drives sales effectiveness — and how mindset, framing, and confidence shape every client conversation.

You’ll learn:

  • Why mindset matters more than tactics in high-trust selling

  • How to sell your expertise instead of discounting your value

  • Smart strategies for pricing, packaging, and bundling services

  • The four conversations that define every successful sale

  • How to handle objections without losing authority or rapport

  • Why not everyone needs to be a “salesperson” — and what to focus on instead

Blair and St John explore how to lead better sales conversations built on clarity, trust, and curiosity — lessons that apply whether you’re selling creative services or complex rural solutions.

🎧 Listen now to learn how shifting your mindset can transform how you sell, price, and build long-term client relationships.

📌 Resources Mentioned:

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Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#94: A Sales Journey from Bottom to Top w/ Jade Sklenars of Power Farming

What does it take to go from farm life to becoming a top rural sales performer?

In this episode of The Rural Sales Show, St John Craner talks with Jade Sklenars of Power Farming, New Zealand, who shares his inspiring journey from a dairy farming background to thriving in agricultural machinery sales.

Jade opens up about the lessons he’s learned along the way — from finding structure in routines to shifting from a traditional “product-pitch” approach to a service-first, customer-focused mindset.

You’ll discover:

  • Why routines and consistency are critical for sales success
  • How to ask the right questions to uncover true customer needs
  • The shift from selling products to building trust and serving clients
  • How to stay productive without feeling overwhelmed
  • The role of effective training and coaching in levelling up your sales career
  • Why investing in relationships is the key to long-term results in rural markets

Jade’s story is proof that with the right mindset, structure, and focus on serving rather than selling, anyone can rise to the top in rural sales.

🎧 Listen now to hear Jade’s journey — and the practical lessons you can apply to your own sales career.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#93: How to Sell Your Team on CRM w/ John Golden

CRM systems fail not because of the technology, but because sales teams never buy in.

In this episode of The Rural Sales Show, St John Craner talks with John Golden, Chief Marketing Officer at Pipeliner CRM and host of SalesPOP! podcast. John shares how sales leaders can successfully implement CRM systems, avoid common pitfalls, and turn them into true performance drivers.

You’ll learn:

  • Why defining your sales process is essential before rolling out CRM
  • The common mistakes businesses make during CRM implementation
  • How AI can enhance CRM and sales effectiveness
  • Why sales leaders should focus on the early pipeline stages
  • How to prepare properly for sales calls to improve close rates
  • The role of incentivization in driving CRM adoption
  • How to align sales strategies with changing buyer behavior

John brings decades of experience in sales enablement, coaching, and marketing leadership — making this episode a must-listen for anyone struggling with CRM adoption or looking to sharpen their sales process.

📌 Resources:

🎧 Listen now to discover how to make CRM work for your sales team, not against it.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#92: Referrals, Routines & Rural Selling (Wes Shaeffer The Sales Podcast feature)

What does it really take to succeed in rural sales?

In this feature episode of The Sales Podcast with Wes Shaeffer, St John Craner shares his journey from a corporate marketing background to becoming one of Australasia’s leading rural sales trainers. He explains why rural selling demands a different mindset, one grounded in psychology, consistency, and service over pushy sales tactics.

You’ll learn:

  • Why referrals are the lifeblood of rural business growth

  • How to build daily sales routines that create consistency and resilience

  • The psychology behind selling in rural markets — and why mindset matters most

  • Why the most important sale is the one you make to yourself first

  • How to move from selling to serving, and build trust that lasts

  • Practical strategies for finding clients and deepening relationships

If you’re in rural sales, agribusiness, or B2B markets, this episode gives you a clear blueprint for building a referral-driven, service-led business that thrives long term.

🎧 Listen now to discover how routines, psychology, and service can transform your rural sales success.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#91: 54 Lessons I Wish I Knew In My 20s

In this podcast episode, I share 54 valuable lessons I wish I had learned in my 20s, covering a wide range of topics including personal development, health, resilience, sales strategies, time management, and the importance of relationships. We emphasize the significance of continuous learning, self-awareness, and creating a supportive environment for success. Each lesson is designed to provide insights and practical advice for listeners to apply in their own lives.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#90 Smarter Territory Management w/ Steve Benson

In this conversation, Steve Benson, CEO of Badger Maps, shares his journey from a field salesperson to an entrepreneur, discussing the challenges faced in territory management and the inefficiencies in field sales. He highlights the importance of technology in optimizing sales routes and improving productivity. The discussion also covers the significance of fair territory distribution and how Badger Maps addresses these issues through its software solutions.

If you want to connect and find out more about Steve, do it here in ⁠⁠LinkedIn⁠⁠.

To know more about his product Badger Maps, click ⁠here⁠.

Also, make sure you follow his podcast, ⁠Outside Sales Talk⁠, on ⁠⁠Apple⁠⁠ as well⁠⁠⁠.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#89 A Sales Manager’s Survival Guide w/ David Brock

In this conversation, David Brock, author of the “Sales Manager Survival Guide”, discusses the evolving role of sales management, emphasizing the importance of maximizing team performance over merely hitting numbers. He explores the challenges faced by sales managers today, including time pressures and the impact of AI on sales strategies. David advocates for integrating coaching into daily activities and highlights the significance of human connection in coaching, warning against outsourcing critical thinking to AI. The discussion also touches on the use of OKRs to clarify objectives and the necessity of stopping outdated practices to enhance productivity.

If you want to connect and find out more about David, do it here in ⁠LinkedIn⁠.

Also, get his book “Sales Manager Survival Guide” on ⁠Amazon⁠ to help you become a great sales manager.

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Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#88 The Science of Habit Formation in Fitness w/ Ben Nevares

In this conversation, exercise scientist Ben Nevares shares his journey from a small town in Texas to becoming a powerlifter for Team USA. He discusses the importance of limiting options in fitness routines, the significance of habit formation, and the role of reflection in self-accountability. Ben emphasizes the influence of mentors in his life, particularly Dr. Lightfoot, who taught him kindness and patience. He also shares his motivation to succeed in powerlifting, driven by a desire to prove others wrong and find personal fulfillment.

Ben shares his journey from a small town to competing for Team USA, emphasizing the importance of self-belief and mentorship. He delves into exercise science, discussing the significance of maintaining physical activity to prevent muscle atrophy and improve quality of life. The discussion highlights the ‘Core Four’ elements of health: sleep, exercise, nutrition, and hydration, and how to incorporate fitness into busy lifestyles, especially for those in rural sales. Ben offers practical nutritional hacks for travelers and stresses the importance of sleep for energy and overall well-being. He concludes with actionable advice for listeners to make immediate changes in their health routines.

If you want to find out more about Ben and what he and his team offers go to: https://iehealth.co/

Also, make sure you follow his podcast, Ben Thinking, on ⁠Apple⁠ and ⁠Spotify⁠.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#87 Curiousity and Listening: Keys to Personal Growth w/ Stuart Austin

In this conversation, Stuart Austin shares his extensive journey in agriculture, from his upbringing on a beef cattle farm to his entrepreneurial ventures in Canada and Australia. He discusses the importance of financial acumen in agriculture, the significance of natural capital, and the lessons learned from his experiences at Wilmot Cattle Company. Stuart emphasizes the role of curiosity and listening in personal growth and the challenges of holding a mirror to oneself in decision-making processes.

Stuart Austin and St John Craner delve into the importance of self-reflection, personal growth, and the evolving role of salespeople in agriculture. They discuss the significance of understanding technology in solving real problems, the necessity of building relationships in sales, and the fundamentals of business that drive success. The dialogue emphasizes the need for authenticity, the value of personal development, and the impact of effective communication in professional settings.

If you want to find out more about Stuart and what he and his team offers go to: ⁠⁠https://www.audaciousag.com.au/⁠⁠

To connect with Stuart do it here ⁠⁠LinkedIn⁠⁠.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#86 Transforming Sales: From Misalignment to Meaningful Leadership w/ Mike Simmons
In this conversation, Mike Simmons discusses the misalignment often found in sales processes and the importance of understanding buyer needs. He emphasizes that sales should be viewed as an act of leadership and service, where the salesperson helps the buyer make informed decisions. The discussion covers the significance of curiosity, the alignment of sales processes with buyer journeys, and the evolution of sales techniques over time. Mike advocates for a shift in perspective, encouraging sales professionals to focus on problem-solving and genuine engagement with customers.

Mike Simmons and St John Craner delve into the complexities of leadership and sales management. They discuss the inevitability of problems in leadership, the pitfalls of micromanagement, and the importance of effective coaching. The dialogue emphasizes the need for leaders to serve as guides rather than micromanagers, fostering an environment where team members can thrive. They also touch on the significance of setting clear expectations and the role of curiosity in coaching. The conversation concludes with legacy advice for sales reps and managers, highlighting the importance of being useful and helping others.

If you want to find out more about Mike and what he and his team offers go to: https://www.findmycatalyst.com/

To connect with Mike do it here LinkedIn.

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Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#85 The Hidden Costs of Pricing Mistakes w/ Natalie Coombe
In this episode, Natalie, a profit expert, shares her insights on common pricing mistakes, the importance of understanding one’s salary as a business cost, and the need for effective communication of value to clients.

St John and Natalie delve into the critical aspects of pricing and profitability for businesses such as:

– Psychological barriers that prevent business owners from pricing confidently and the strategies to avoid discounting while still providing value, emphasising the importance of planning for profitability and understanding the client’s perspective to establish a successful pricing strategy

– Intricacies of pricing strategies, emphasising the importance of understanding client value, the role of commitment in pricing, and the power of language in sales conversations

– Effective proposal strategies and the necessity of documenting discounts and assumptions to ensure clarity and maintain profitability

The conversation highlights actionable insights for business owners to enhance their pricing models and client engagement.

If you want to start your journey of pricing profitably and find out more about Natalie and what she offers go to: ⁠www.NatalieCoombe.com

To connect with Natalie do it here ⁠⁠LinkedIn⁠⁠.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#84 The Importance Of Process w/ Ty R Brady
In this conversation, Ty R. Brady shares insights on sales and marketing training, emphasizing the importance of understanding the psychology of selling, building rapport, and effectively handling objections.
He discusses the significance of serving the customer and focusing on their needs rather than the salesperson’s agenda. The dialogue explores various techniques for effective questioning and the role of self-awareness in sales success. Ty also highlights the value of role-playing in training sales teams to improve their skills and confidence.

In this conversation, Ty R. Brady and St John Craner delve into effective sales strategies, focusing on handling objections, the importance of integrating sales and marketing, identifying top sales talent, and providing key advice for success in sales. They emphasize the need for a structured approach to sales, the significance of perseverance, and the necessity of understanding customer needs to close deals effectively.

Make sure you follow and subscribe to his podcast show ⁠⁠⁠Ty Brady Way⁠.

Connect with Ty, through the following channels:

⁠⁠⁠LinkedIn⁠⁠⁠, ⁠Tiktok⁠, ⁠Instagram

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Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#83 My New Book Is Out – 365 Days To Rural Sales Mastery

It’s here! After months of writing, refining, and packing in everything I’ve learned, my new (second) book 365 Days to Rural Sales Mastery is finally out!

In this episode, I break down what’s inside, why I wrote it, and how it will help you sell more in rural markets—without being pushy or salesy.

Listen in and start mastering rural sales, one day at a time!

Grab your copy from Amazon⁠ here ⁠ (or join our Facebook Group below to get a free online copy).

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#82 The Science of Persuasion & Insights from Behavioural Science w/ Patrick van der Burght

In this conversation, Patrick discusses the principles of behavioural science and ethical persuasion, understanding human decision-making processes and the influence of social proof and authority on human behaviour. We delve into the seven principles of persuasion as identified by Dr. Robert Cialdini. They discuss the importance of authenticity, building relationships through shared values, and leveraging consistency in persuasion and the importance of reciprocity, liking, unity, social proof, authority, consistency, and scarcity in shaping relationships and driving sales. The conversation also delves into ethical considerations in persuasion, emphasizing the significance of intent and the long-term consequences of unethical practices. Through engaging anecdotes and case studies, they illustrate how understanding these principles can lead to more effective communication and decision-making.

Enjoy this one.

If you want to find out more abut Patrick and what he and his team offer go to: ⁠https://ethicalpersuasion.com.au/⁠

To connect with Patrick do it here ⁠⁠LinkedIn⁠⁠.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#81 The Noble Art of Selling w/ Simon Bowen

In this episode, Simon Bowen shares valuable insights on sales, emphasising the importance of understanding human behaviour. He advocates for a noble approach to selling that prioritises value and understanding over pressure tactics.

Simon discusses using models to enhance communication and highlights the difference between being a vendor and a customer hero. He also addresses how sales are evolving in our AI-driven world and the significance of wisdom in the process.

He encourages a future-proofing approach by simplifying complexity, maintaining calm, and helping clients become the heroes of their own stories. Finally, Simon underscores the importance of embracing AI to stay competitive in the changing market.

Make sure you watch Simon and me chat as he draws his wonderful and powerful selling models on our new YouTube Channel: ⁠https://www.youtube.com/watch?v=yC4AbZvx4kE⁠

To find out more about Simon and his models visit: ⁠www.modelsmethod.com⁠ and make sure you sign up for his 20min teachings.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#80 Sales Leadership Lessons w/ Paul Niven
In this conversation, Paul Niven, Vice President of Sales at Alta Genetics, shares his extensive journey in the agriculture and dairy industry, particularly focusing on his experiences in China and international sales. He discusses the importance of understanding customer needs, the qualities of effective sales leaders, and the significance of structured sales training. Paul emphasizes the need for salespeople to build genuine relationships with customers while also being knowledgeable about their products. St John and Paul discuss the challenges and strategies in sales training and management, particularly in the agricultural sector. They emphasize the importance of effective training methods, the role of sales managers, and the vital integration between sales and marketing. The discussion highlights the need for follow-up after training events, the balance between managing and selling, and the evolving nature of sales strategies. Paul also shares insights on the difficulties of agricultural sales and the necessity of continuous learning and adaptation in the field.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#79 Same You Same Year?
I wanted to kick off the new year with a few thoughts and reflections to kick off 2025 for you. I hope these ideas and insight help you. Enjoy.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#78 The New ABCs of Selling w/ Wes Schaeffer
This week Wes “Sales Whisperer” Schaeffer joins us from Southern California to talk all things sales. Wes is a seasoned sales pro with all the creds you’d expect from a former US Airforce Man. We swap war stories on best and worst sales training techniques, what Wes sees as what the best sales pros are made of, the role of mentors and what you can do to make more sales. We also talk Ju-Jutisu, Jock Willink and Bruce Lee along with the importance of commitment, discipline and consistency.
He also shares his own much better version of ABC – the new ABCs of selling are always be curious, concise, consistent, and congruent.

Wes is a top dude and worth following. Enjoy this one.

To connect with Wes do it here LinkedIn.

To find out more about his 12 weeks to Peak programme go to https://wesschaeffer.com/.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#77 Top Tips From A Territory Manager w/ Joe Messina
This week we go to Alberta, Canada to speak to top territory manager Joe Messina who works for Noble Equipment. Joe typifies what a great territory manager looks like: disciplined, self-motivated, driven and focussed. Listen to how he plans his weeks, manages his time, segments his customer base and bounces back from knock backs or rejections.

If you’re a machinery sales rep – or any rural sales rep for that matter – you can learn a lot from the likes of Joe.

Enjoy this one.

To connect with Joe do it here LinkedIn.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#76 Be The Person Who Doesn’t Want To Win The Deal w/ Andy Paul

This week I got lucky – again. For the second time I got back on with the wonderfully knowledgeable Andy Paul and his excellent show The Win Rate podcast.

Andy, me and his guests talk about the importance of not selling, selling like a human and the problem with forcing prospects through a seller’s process, rather than a buyer’s process.

This was a lot of fun and I think you’ll learn a lot about what stance to take when selling to win more deals.

Enjoy this one.

To connect with Andy do it here LinkedIn.

Make sure you follow and subscribe to his podcast show The Win Rate.

And make sure you buy a copy of his brilliant book Sell Without Selling Out.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#75 Selling Self-Interest w/ Michael Dunlevy

“Self-interest is undefeatable.”

Make sure you read this again. What sales coach and trainer Michael Dunlevy is teaching us is we can only sell to our prospect’s self-interest which in turn will then serve our own.

Michael shares a similar sales philosophy to me and is very aligned in the same practices which made it a joy and pleasure to have this conversation with.

Take this episode as special training coaching call for you.

Listen and learn.

I hope it helps.

To connect with Michael connect and follow him, make sure you do here on Facebook and LinkedIn.

Also make sure you follow his and his colleague James Lawrence and their Unscriptd Podcast here.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#74 The Ten Percent Of Performance w/ Aaron Walsh

Aaron Walsh is mental skills coach who works with the Chiefs Super 15 Team in NZ, Scotland Rugby, Harlequins, Texas Rangers and the Newcastle Knights.

We talk about what sales teams can learn from high performance sports teams he has coached and trained over the decades.

He shares his framework of: Grow yourself – Grow your mindset – Grow under pressure.

We also talk about the importance of belief, accountability and ownership and how this leads to sustained success.

We also discuss how to “manage the moments”.

To connect with Aaron connect with him here on LinkedIn.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#73 Routines and Rituals Of A Successful Rural Business Owner w/ Mark Ferguson

“Ferg” as he’s affectionately known to many on both sides of the ditch is founder and owner of NextGen Agri which specialise in animal genomics and advisory.

Ferg shares in this episode how he stays on his game with the extensive travel he does, his routines, his rituals and how he manages energy and exercise along the way.

We also have Ferg to thank for giving us a big boot up the backside to get this podcast up n’ running.

🙏 Ferg.

Enjoy this one.

To connect with Ferg direct: https://www.nextgenagri.com/

Make sure you follow his podcast: Head Shepherd

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#72 What The History Of Sales in the early 1900s Can Teach Us w/ Todd Caponi

“True salesmanship is the science of service. Grasp that thought firmly and never lose grip.” Arthur Sheldon 1903

Todd Caponi is the author of the 3x best-book-award-winning and international best-seller, The Transparency Sale, and his new bestselling book, The Transparent Sales Leader. Todd is a multi-time C-Level sales leader, a behavioural science and sales history nerd, and has guided two companies to successful exits. He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as President of Sales Melon.

We talk about what the importance of honesty and transparency in sales and what we can learn from sales historians. We also talk about the demise of the sales profession and what history got right and we’ve got wrong. Todd is now an avid sales historian and collects and buys early 1900s sales magazines and catalogues that drive his poor wife and space in his home crazy.

I’ll leave the last words to Arthur Dunn in 1919 (Scientific Selling & Advertising) who Todd refers to: “If the truth won’t sell it, don’t sell it.”

Wise words indeed.

Enjoy this one, especially if you’re a history buff and love great quotes. It’s a goodie and packed with them!

To connect with Todd and buy his brilliant books: https://toddcaponi.com/
To follow Todd on Instagram: @saleshistorian
To subscribe to his podcast: Apple/Spotify

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#71 Self-Coaching vs Self-Awareness w/ Super Coach Carrie Wilkerson

This week I got my former coach and favourite Texan friend Carrie Wilkerson on the show and boy did she not disappoint!

Carrie is a world class speaker and coach. She has shared the stage w leadership expert and 64 best selling books author John C Maxwell. She also just closed for the Ziglars – yes THE Zig Ziglar! So when I say we got lucky to get Carrie on we were very lucky for her to share all her wisdom and knowledge with us.

We talk about what makes people coachable, coaching for accountability, lessons in leadership, how she coaches herself, how she leads herself and a whole bunch of other Carrie bombs. She rains utter gold on this so I strongly encourage you listen to this twice and take notes.

To connect with Carrie go to: www.carriewilkerson.com
To subscribe to many of her wonderful generous resources go to: www.carriewilkerson/links

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#70 Why I Do What I Do w/ St John Craner

This week the tables get turned on me as I get interviewed by friend and colleague Bridgit Hawkins who is CSO of CropX and Chair of NZ Agritech.

We talk about my passion for life-long learning, what I do to motivate myself, boundaries, standards, routines, rituals, non-negotiables and the importance of energy management.

Whilst this was different I hope there are some nuggets you can take out from it and use in your own life to get further ahead.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#69 Email, Newsletter and List-Building: How To Grow A Rural Business w/ Dwain Duxson – Farm Tender

This week we get Farm Tender Founder and Owner Dwain Duxson on the show to talk about how he’s grown his business which now have a customer list of over 70,000 on its performance platform where they sell a multitude of rural items each and every day.

Dwain is an avid reader, writer and email and is living proof that email and newsletters are not dead. Used well it’s the message and the medium.

He shares many tips and tools he and his team have used to grow their business significantly in the last 15 years.

Pay attention to what he says because it works.

To find out more or connect with Dwain connect with him here on LinkedIn or here:

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#68 A Sales Management Masterclass w/ Keith Rose
“You can’t scale dependency”
Keith is named one of the Best Leadership Coaching organizations worldwide. Since 1989, Keith has coached over 3 million managers and salespeople on six continents in over 75 countries. He’s the author of Coaching Salespeople into Sales Champions, the #1 best-selling sales management coaching book on Amazon and Sales Leadership, which was named Amazon’s 2018 Sales Leadership Book of the Year. He was also named one of the most influential coaches by Inc. magazine and Fast Company.
We discuss:
– why sales managers prefer to deflect their own training by talking about their team instead of themselves
– the top three attributes of highly successful sales managers
– the importance of taking time to self-reflect to improve self-awareness
– how to manage for accountability and under-performance
– the vital need for conversations of care when coaching your rural sales team
We were extremely fortunate to get Keith to come on show so buckle up for a sales management masterclass.
This one was a cracker.
Enjoy.
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Download many of his generous free sales leadership and coaching resources here
Connect personally with Keith on LinkedIn here

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#67 Lessons For Sales Leaders From A High Performance Sports Leader


“When you preach excellence and practice mediocrity you are a liar.”

Allistair McCaw is a high performance coach, best-selling author of 7 books and sought-after keynote speaker based in Florida and is himself a former World Champion Duathlete. He has trained many South African cricketers and tennis players like Graeme Smith and Kevin Anderson and spent time with Roger Federer.

He’s also worked alongside well known ATP/WTP tennis legend Nicholas James Bollettieri who trained Andre Agasssi, Venus and Seren Williams, Monica Seles, Boris Becker and Maria Sharapova.

We talk what sales leaders can learn from top sports coaches and the importance of vulnerability when it comes from leading from strengths. We also talk about why it’s vital to have the 3Cs: Character, Competence + Coachability. We also touch on how you need to show how much you care for each individual on their team so they trust you and work for you.

This is a great episode for rural sales managers and leaders who want to learn to get better and get the most from their rural sales team.

Enjoy.


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To connect with Allistair do this ⁠here⁠

Buy any of his 7 best-selling brilliant books ⁠here⁠

Subscribe to his Podcast here (Apple and Spotify)

⁠Apple Podcast⁠

⁠Spotify⁠

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#66: My Top 10 Podcasts I Listen And Learn From w/ St John Craner

In this solo podcast, St John shares his top 10 recommended podcasts and email newsletters, emphasizing the value of continuous learning and expanding knowledge. He provides insights into each podcast and newsletter, highlighting their relevance to human behavior, psychology, neuroscience, and personal development. St John encourages listeners to convert their downtime into uptime by leveraging podcasts and newsletters for learning and personal growth.

Here are some of the key takeaways:
-The Importance of Continuous Learning: St John underscores the necessity of ongoing education for both personal and professional development.

-Top 10 Recommendations: A curated list of podcasts and email newsletters that delve into topics such as human behavior, psychology, neuroscience, and personal development.

-Maximizing Downtime: Tips on how to turn idle moments into productive learning opportunities using podcasts and newsletters.

Check out the top 10 podcast here!
1. The Knowledge Project by Shane Parrish

2. Hidden Brain by Shankar Vedantam

3. The Diary of a CEO by Stephen Bartlett

4. The Psychology Podcast by Scott Barry Kaufman

5. The School of Greatness by Lewis Howes

6. SmartLess by Jason Bateman, Sean Hayes, and Will Arnett

7. Impact Theory by Tom Bilyeu

8. Finding Mastery by Dr. Michael Gervais

9. The Business of Authority by Jonathan Stark and Rochelle Moulton

10. The Tim Ferriss Show

Bonus Podcast: The High Performance Podcast By Jake Humphrey and Damian Hughes

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Connect on LinkedIn here

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#65 Celebrating or Glorifying AgTech? w/ Nathan Faleide

Nathan Faledie is a Dakota based farmer who writes a lot about the trials, triumphs and tribulations of Agtech.

He comes very much from a farmer-first perspective and is known round the traps for asking good qualifying questions when thinking about the adoption or pros and cons of Agtech on-farm.

Nathan is unapologetic in challenging industry norms and assumptions so I got into the show to stir the pot somewhat and offer a different perspective and has an extensive background in Ag and Agritech.

Enjoy.

Show Notes:

Listen to ⁠Ag-Uncensored⁠ podcast on ⁠Spotify⁠ and ⁠Apple Podcasts⁠.

Connect with Nathan ⁠here

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#64 Sales Tips From Top Performing Machinery Sales Manager w/ Tony Hennessey

“The minute we begin to think we have all the answers, we forget the questions.” Madeleine L’Engle

This week we speak to top selling machinery area sales manager Tony Hennessey from JCB Construction which is part of the Power Farming Group.

Tony is based in Waikato, New Zealand and has enjoyed a meteoric rise to his current role in less than 7 years.

He has been a consistent top sales person and winner of company sales records in large and mini excavators and strives for excellence.

We talk about how he got to where he is today, the struggles and sacrifices he made, the lessons he learnt along the way (including catching himself when he got arrogant and strayed from the system or process he’d put in place) and the structure, routine, rituals and habits he’s installed to support his success (top traits of a high performer there btw 😊

He also talks about what he teaches and trains his team on and what he looks out for most in performance drawing from his own experiences. If you sell machinery and are struggling this is episode for you and I have no doubt we will be hearing a lot more about Tony in Ag leadership soon enough.

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To connect with Beau do this here on ⁠LinkedIn⁠

To connect him directly: realgearliveshere@gmail.com

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#63 Lessons on Leadership from High Performance Rugby w/ Beau Robinson

This week we got lucky and managed to convince former Waratahs, Queensland Reds and Wallabies player Beau Robinson to come onto the show.

Beau specialises in leadership coaching predominantly to the Ag sector and shares many lessons on what he learnt along the way as a high performance athlete and how they translate into the corporate and agri world.

We talk plenty of footy and code with a good dose of talking about business, coaching, management and the difference between them all.

Beau shares some gold with key insights working alongside high performance athletes and coaches across his illustrious career. Make sure you take note of them.

Enjoy.

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To connect with Beau do this here on ⁠LinkedIn⁠

To buy his brilliant book In The Arena go ⁠here

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#62 How To Navigate Tough Times In Rural Sales w/ St John Craner

“Your level of success will rarely exceed your level of personal development because success is something you attract by the person you become.” – Jim Rohn

If you’re struggling in sales and feeling down or dejected, I’ve recorded this episode especially for you. I share some of the tools I’ve used to get through some tough patches and come out the other side.
The most important thing you can do is continue to take consistent and deliberate action, and the right action of course as you can be busy working on the wrong stuff rather than the right.

And remember to take solace in the fact that all your competitors are in the same boat—it’s always up to you and the choices you make to navigate these times and become better.

Let me know what you think of this episode by dropping me a message or email. I always love to hear from you and get feedback on the show.

I’ll leave some last words of wisdom again to our mate Jim Rohn:

“Don’t wish it was easier, wish you were better. Don’t wish for less problems, wish for more skills. Don’t wish for less challenges, wish for more wisdom.”

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#61 Mastering The Art Of Rural Sales Psychology – Farm4Profit Podcast

I recently was invited to appear on the very popular Farm4Profit podcast with hosts Dave and Tanner to talk about the science behind rural sales psychology.

I share some tips that I teach my students so listen up and take lots of notes like Dave did if you want a masterclass in how to make more rural sales.

Thanks to Dave and Tanner for having me on their fantastic show. Make sure you follow them!

Show Notes:

Farm4Profit shows link ⁠Spotify⁠ and ⁠Apple Podcast

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#60 Perfecting The Art Of Persuasive Writing w/ Ross O’Lochliann

“Be in the mind of your market.”
This week we speak to my good Irish friend and buddy Ross O’Lochliann who teaches and specialises in copywriting, marketing and persuasive writing.
Ross takes us through his 5 steps to find your Golden Prospect which is utter gold in itself so make sure you listen carefully and take notes.
We also talk about where good insights come from the power of observation and paying attention to the conversations you have with customers.
Ross also recently made a public pledge to be 100% human ie. his content is not AI/Chat GPT created. Ross writes from his soul and true self and suggest you do too as there is only one of you and everyone else is taken!
Whatever you right must reward your reader and be worth reading and worth following. And always write on the regular.
This was a great conversation and a ton of tips for you if you want to improve how you connect and build better relationships with future customers.

Show Notes:

To download and access many of Ross’s free resources visit:
https://conversionengineering.co/open-every-day-book/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#59 Sell The Way You Buy w/ David Priemer

David is a sales scientist, lecturer, author and speaker who wrote a brilliant book called Sell The Way You Buy which you all need to go out and buy right now.

I got David on the show to talk about the science and data he has synthesised over many years that helps sellers sell.
We talk about the science of self-disclosure and how we improve the feeling and experience of buyers when dealing with sellers. David also talks about the importance of disassociation and detachment from the outcome of sales so you can be better received and complied with as a seller.

David is world-class at what he does so I recommend you listen to this one and follow him on LinkedIn (link below) and his many resources which he generously and freely shares.

This was a GREAT conversation which I enjoyed. I hope you enjoy it too.

Show Notes:

To connect with David on LinkedIn here

To know more about what David does here

Buy his book here

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#58 Mastering Rural Storytelling w/ Emmy Koeleman

Emmy is a animal scientist, journalist, author blogger and speaker who specialises in helping rural companies – and especially as animal nutrition companies – tell their story better.

We talk about how you create a unique and different story, where it comes from, the do’s and don’ts of corporate communications, and most importantly the DNA and dialect of your brand voice.

Show Notes:

To connect with Emmy on LinkedIn click ⁠here

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#57 Tools For The Top Paddock 2/ Kane Brisco

“How long do you need to suffer for?”
“The frame is more important than the picture”

Kane Brisco is a Taranaki dairy farmer, author and coach of Farm Fit NZ.

Kane published a book (link below) 2 years ago which is brilliant so I got him on the show to share why he wrote it and what other rural men and women can learn from it.

We talk about the mistakes Kane sees rural men make inc. a lack of self-awareness and in his case being too proud to ask for help (he did eventually with a farm consultant). We also talk about the connection between body and mind, the importance of self-care, having a purpose, smelling the roses, connecting with nature and people, the legacy you want to leave and why exercise creates energy even when you don’t feel like it.

Since reading his book I’ve wanted to talk to Kane for a while. You’ll get a ton from this episode if you listen with an open mind.

Awareness is key. Enjoy.

Show Notes:

Email Kane (farmfitnz@hotmail.com)
Connect with him on Instagram: Farm Fit NZ
To buy his brilliant book here

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#56 Understanding Comes Before Selling (Andy Paul Win Rate podcast feature)

This week I’m doing something different. I wanted to share a podcast I was very fortunate to guest on with our previous guest Andy Paul. Andy runs a very successful coaching company in the US and is one of the top US sales coaches in his country. His Win Rate Podcast is in the top 1% of all sales podcasts globally and the podcast itself is in the top 10% of all podcasts.

We talk as a panel about the importance of signalling psychological safety both with buyers but also as managers managing reps.

When we do this we create the right conditions for a sale because our buyer feels safe and will be more vulnerable with us so we learn more through a deeper, richer conversation.

Andy is world-class at what he does so I recommend you listen to this one and follow him and his show (links below).

Show Notes:
Win Rate Podcast Show
Spotify: rb.gy/1g264g
Apple: rb.gy/66uu34

To find out more about Andy, read his blogs or buy his books: www.andypaul.com

⁠

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#55: Unpacking The Power of NLP w/ Dr John Santangelo

“Responsibility is about you responding with ability.” Wayne Dwyer

This week we welcome public speaker, NLP trainer and clinical hypnotherapist Dr John Santangelo onto the show to tell us all about NLP (Neuro Linguistic Programming) and how you can use the power of re-wiring your mind to get the success you deserve.

We talk about why change is so hard yet so easy, how to make new habits and behaviours stick, self-sabotage, mental recipes and the importance of awareness and action, having a clear vision and mapping obstacles.

John has great energy, shares his best books (including the ones he wrote himself – see his links below). He was a joy to interview.

Enjoy.

Show Notes:

To get in touch with John directly and book your 30-minute coaching session: ⁠www.LANLP.com/coaching⁠
Free NLP Mini-Course: ⁠www.LANLP.com/free⁠
Free Setting Goals ebook: ⁠lanlp.com/setting-goals-sign-up⁠
Buy his other books:
⁠www.amazon.com/stores/author/B002VAYUDU/allbooks⁠

⁠

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#54 Inside The Mind of a Professional Athlete + TedX speaker Dre Baldwin

“The mental is to the physical as three is to one.” – Napoleon Bonaparte

This week we speak to international basketball player Dre Baldwin from Miami Florida on the mind of an athlete and his experience of what NBA call “Exposure Camp” where he sent a VHS to 60 coaches and got picked by 1.

Whilst he wasn’t successful in being drafted into the NBA he did spend 9 years overseas playing professional basketball.

We talk about the importance of practice, dedication, self-belief, discipline, sacrifice and visualisation.

He was very early in picking up the internet whilst other players were focussing on their game and he set up his own mindset coaching business. Since then he’s never looked back as an author of 9 books and speaker at 4 TedX events.

He is a prime example of someone who doesn’t give up and determined his own destiny using the right mindset and training his brain as much as his physicality.

If you’re struggling with mindset or self-belief , “Dre All Day” is your man for some big inspiration that you can do something if you want it badly enough.

Show Notes:

To get in touch with Dre direct and connect with him on LinkedIn go ⁠here⁠

To buy his Book The Third Day: The Decision That Separates The Pros From The Amateurs go ⁠here⁠

To find out more or enrol in Dre’s Work On Your Game University ⁠here⁠

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#53: The Willingness to bet on Yourself w/ Leslie Venetz

In this week’s episode, we have Leslie Venetz, a top sales trainer based in Chicago. She shares her story and insights on taking responsibility for professional development and betting on oneself and talks about the difference between expertise and experience, and the distinction between true sales professionals and those treating sales as a job.

Leslie shares her resources and strategies for growth and development, including rituals, routines, structures, and systems.

Lots of valuable takeaways from Leslie in this episode.

Enjoy.

Show Notes:

To connect with Leslie on LinkedIn you can do that ⁠here⁠.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#52: Mastering Financial Freedom w/ Jackson Millan

This week we welcome wealth coach Jackson Millar who shares some ideas for some of you who might be working a sales job to provide some much needed off-farm income to support on-farm income. His advice is simple, practical and easy to understand without any of the normal complexity you sometimes get with financial advisors.

He shares the 3 asset strategy he uses to great effect plus gives his 5 fundamentals on property which is worth its weight in gold.

We also talk about the blocks and barriers that stop people from getting started on their wealth journey. The key is to start small with baby steps and build from there.

Enjoy.

Show Notes:

Make sure you take his Wealth Health Check HERE

Or to connect with Jackson and his Team go here

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#51: Avoiding Agritech Mistakes w/ Bridgit Hawkins

This week we welcome Bridgit Hawkins who is the Chief Sustainability Officer of ⁠CropX⁠, Chair of ⁠Agritech NZ⁠ and mentor at ⁠Sprout⁠.

Bridgit shares a ton of insights starting with her own Regen start up story before she sold and exited to CropX, what she would have done differently if she had to do it again, the product, sales and marketing mistakes she suggests you avoid and her best advice for any agritech company when the going gets tough (which it always will).

This is an episode that will be useful to you if you are an owner, founder or head up or manage an agritech or rural agribusiness as there’s so much we cover in this episode that can save you a lot of time, money and pain.

Show Notes:

To connect with Bridgit on LinkedIn you can do that ⁠here⁠  

+++

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#50: High Performance Sales Leadership w/ Conrad Wilkshire

This week we welcome Conrad Wilkshire who is GM Rural at Property Brokers and former GM Agribusiness at BNZ Agri and COO at FMG.
Conrad shares some of the tools and frameworks that have helped him manage significantly sized rural sales teams over his career. We talk about the importance of autonomy and mastering and designing the right environment for “ordinary people to achieve the extraordinary”.
This is an episode that will be useful to you if you head up or manage a large rural sales team and want to learn about how you can take them to the next level.

Enjoy.

To connect with Conrad on LinkedIn you can do that ⁠here⁠

To find out more about his company and what they do: ⁠www.propertybrokers.co.nz⁠

His recommended books:
⁠Gung Ho⁠
⁠The Leadership Code 

+++

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here:

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): Here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme HERE or for managers with our Rural Sales Manager Mastery™ programme HERE

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#49: Why Sales Teams & Managers Resist Sales Training w/ Richard Harris

This week we welcome owner and founder Richard Harris of The Harris Consulting Group who specialise in teaching and scaling tech/SAAS sales teams. Richard is also one of only a few very esteemed “Sales Blazers” having been recognised formally by SalesForce.

Richard and I talk about why so many managers and teams resist sales training and the psychology behind their reluctance to change so they can become better.

We also touch on why there is often the same resistance and reluctance when it comes to sales teams using and adopting CRM.

Show Notes:

To connect with Richard on LinkedIn where posts both prolifically and intelligently you can do that ⁠here⁠: www.linkedin.com/in/rharris415/

To find out more about his company and what they do: theharrisconsultinggroup.com/

And watch out for his upcoming book which will be released in February 2024 called The Sellers Journey (which I will be putting on pre-order and on my watchlist).

+++

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#48: Using Humour In Sales w/ Gina Trimarco @ SalesGravy

This week we welcome master sales trainer Gina Trimarco on the show from South Carolina US who works at Sales Gravy and is the founder of the Carolina Improv Company (improv comedy theatre and school since 2008).

Gina has dedicated her career to helping people learn to become more agile communicators through the power of improv.

We talk about several humour-appropriate strategies that salespeople can use to build genuine rapport and provide a superior buying experience inc. the “Yes And” technique as well as her Heightening Strategy. She also shares how to think on your feet by the game of the scene which she learnt doing and teaching improv.

If you want to learn a few tips about to have a bit more fun and “find the funny” rather than force it – and put your buyers at ease whilst you’re at it – you’ll love what Gina has to share.

To find out more or connect with Gina and the Selling with Humour courses she runs feel free to connect with her on LinkedIn: www.linkedin.com/in/ginatrimarco/

To find out more about the improv classes she runs visit: ginatrimarco.com/carolina-improv/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#47: Self-Leadership & Learning Leaders w/ John Duncan, CEO Forum Group 

This week we welcome John Duncan on the show who owns and runs an executive leadership coaching consultancy in Christchurch.

John is a fountain of knowledge on all things leadership and has worked with some of the best and biggest corporates in New Zealand.

We talk about the difference between management, leadership, coaching, mentoring and consulting. We also dive deep on what self-leadership means and the importance of emotional intelligence and learning agility.

If you run a sales team or are a manager this will be one you want to listen to and learn from.

Enjoy.

Show Notes:

To find out more or connect with John feel free to connect with him on LinkedIn: www.linkedin.com/in/johnduncan1/

To see what John and his team at The Forum Group offer visit www.forumnz.co.nz/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation)

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#46 Do Difficult Things w/ St John Craner 

This one’s a bit more of a personal podcast where I take you through my life story and where I am today.

I constantly do difficult things so I can learn more about myself – and trust myself. When I do this the confidence I have in myself grows as I set myself new standards so I can show up for the world as a better person.

Whether it was moving to the other side of the world at 25, getting divorced at 32 with no family around me, swimming Kapiti Island (which got cancelled 3 times) or starting my own business 7 years ago with ZERO clients, I’ve always liked to do difficult things. I’ve never taken the easy path because you learn nothing and you end up married to a life of mediocrity.

There’s only one person that will kick your own arse – and it’s yourself. No one else is coming to get you or sort you out. It starts with you and the relationship you have with yourself. When you get that part right, all your other relationships improve because you buy into you.

On this podcast I share a lot about myself that I haven’t shared widely with others in the hope that learning about me might awaken or make you learn something about yourself.

Enjoy.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook ⁠here⁠ 

Connect with or Follow me on ⁠LinkedIn⁠

Subscribe to my weekly rural sales email (which goes out to 3500+rural sales professionals worldwide) ⁠here⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join ⁠here⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠here⁠ or for mangers with our Rural Sales Manager Mastery™ programme ⁠here⁠ 

For more on us, what we do and who we work with: ⁠www.agrarian.co.nz

#45: Leading Oneself w/ Lindy Nelson, founder AWDT

Lindy Nelson MNZM is founder of the Agri-Women’s Development Trust which she formed in 2010.

Lindy is a staunch supporter of agricultural women and their contribution to off and on-farm income as leaders so it made sense to get Lindy on the show to talk about her own leadership journey.

Lindy talks about the importance of self-awareness and being held to account. She also talks about why leading yourself is the first step to successful leadership. We get her views on what makes a great sales experience, what’s right and wrong about rural marketing and she also shares a very clever S.C.A.R.F acronym that will help you in your conversations at team, client or Board level.

It was a delight to talk with Lindy and I always learn a lot. Hope you do too.

Enjoy.

Show Notes:

To get in touch with Lindy connect with here on LinkedIn or email her: ratahiwi@farmside.co.nz
To find out more about AWDT go to: www.awdt.org.nz
To find out more about the great work Lindy and her Safer Farms Team are doing visit: https://farmwithoutharm.org.nz/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook ⁠here⁠ 

Connect with or Follow me on ⁠LinkedIn⁠

Subscribe to my weekly rural sales email (which goes out to 3500+rural sales professionals worldwide) ⁠here⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join ⁠here⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠here⁠ or for mangers with our Rural Sales Manager Mastery™ programme ⁠here⁠ 

For more on us, what we do and who we work with: ⁠www.agrarian.co.nz

#44: Pre-Briefing & De-Briefing Discipline w Olympic & Commonwealth High Performance Coach Mark Elliott

This week we welcome back on the show Mark Elliot former High Performance Director of Triathlon NZ, Bike NZ, NZ Olympic Winter Sports and now Board Members of Paralympics NZ.

Mark and I pick up where we left at ⁠Episode 28⁠ where we go deeper into the importance of pre-briefing and de-briefing in high performance sport and how this same process can be applied in sales with your rural sales teams.

We also talk about how to develop a coaching culture and how to create the right conditions to provide feedback without athletes – or your team members – taking things personally. We cover off the importance of self-awareness and the coaches Mark follows and admires. We also chat quickly about Eddie Jones : )

This episode will – again – give you some inspiration and insights into the minds of world-class coaching and coaches and how you can apply similar principles to lift the performance of your rural sales team.

Show Notes:

To find out more or connect with Mark feel free to connect with him on⁠ LinkedIn⁠

+++

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook ⁠here⁠ 

Connect with or Follow me on ⁠LinkedIn⁠

Subscribe to my weekly rural sales email (which goes out to 3500+rural sales professionals worldwide) ⁠here⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join ⁠here⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠here⁠ or for mangers with our Rural Sales Manager Mastery™ programme ⁠here⁠ 

For more on us, what we do and who we work with: ⁠www.agrarian.co.nz

#43: Training Take-Outs From a Top Performing Rep w/ Harry Newey, Castlegate James

“You gotta kill the person you were born to be to become the person you want to be.”

Harry Newey is a long-time Rural Sales Success™ student and Key Account Manager for Castlegate James Feeds NZ.

Harry takes us through his life and learning journey including his Royal Marines recruitment process, his mindset, his routine and rituals and the habits he uses to ensure he sold the biggest ever company tonnage on record (he’s on track to beat it again this year).

Harry is a great example of what can be achieved regardless of your upbringing or background and how applying the right training in both the personal and professional space can make you unstoppable in sales.

Harry epitomises what it is to be a great, coachable student and a life-long learner with an open and willing mindset. His maturity, self-awareness and growth belies the fact he’s only 27 years old.

Listen and learn the specific tools and techniques Harry uses to keep himself and his tonnage sales at the highest level.

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Show Notes:

To find out more about Castlegate James and their innovative co-product feed solutions that divert 700,000 tonnes of food from landfill yearly visit: ⁠www.castlegatejames.com⁠

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook ⁠here⁠ 

Connect with or Follow me on ⁠LinkedIn⁠

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) ⁠here⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join ⁠here⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠here⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠here⁠ 

For more on us, what we do and who we work with: ⁠www.agrarian.co.nz⁠

#42: Talking Wisdom & Words w/ Derek Daniell CEO Wairere

This week we welcome Derek Daniell who is a very well-known and respected across New Zealand Ag in his role as CEO of NZ’s largest ram breeding business Wairere which has operations in NZ, Australia, UK and Europe.

Derek is a big cerebral thinker and looks at the bigger picture for NZ Ag.

We talk about the future of NZ Ag, what Australia thinks of NZ, climate change and GHG emissions, carbon, land prices, his biggest life lessons and his best advice for sales people selling to farmers.

Enjoy this one.

Show Notes:

To find out more about Derek and Wairere visit https://wairererams.co.nz/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.agrarian.co.nz

#41: Territory Of The Trusted Advisor w/ James Allen, CEO AgFirst NZ

This week we welcome James Allen who is a very well-known and respected agribusiness consultant across New Zealand in his role as CEO of New Zealand’s largest agribusiness and farming consultancy AgFirst NZ.

James is a current Nuffield scholar, former president of the National Fieldays Society and a leading contributor to many rural and farming organisations.

James works with many farmers across all sectors so he shares a lot of insights into what makes farmers tick, what to watch out for and how to sell to them in tougher times. We also talk about visual, verbal and non-verbal cues.

You’ll learn a lot here.  Enjoy.

Show Notes:

To find out more about James and AgFirst NZ visit www.agfirst.co.nz

To download their exclusive Dairy Farm Budget Monitoring Survey which shares some very valuable data visit: https://www.agfirst.co.nz/projects/financial-survey-dairy

To connect with James personally on LinkedIn click here

+++

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

#40: Growing a Facebook Group w/ Duncan Humm’s NZ Farming

“Content is king, consistency is key.”

Duncan Humm is editor alongside colleague Tyler Fyfield who run a highly successful 220,000 strong Facebook Group called NZ Farming.

Duncan takes us through some tips and techniques to growing a group and the importance of caring for your community before commercialising it. He also talks about how any post needs to be authentic and genuine, not polished or corporate to get true connections and engagement.

NZ Farming is one of the largest Facebook Groups in New Zealand and during COVID was in top 5 of all Facebook pages.

Show Notes:

To contact Duncan directly email him: duncan@nzfarming.org or connect with him on LinkedIn

If you want to grow a group, learn how here. Enjoy.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

#39: Advancing Agritech Marketing w/ Dan Schultz Part 2

“In order to be a thought leader you need to have leading thoughts.”

This week we welcome back my Minnesota Agritech marketing buddy Dan Schultz. Dan and I talk this time about the traditional ad agency model, why we are both seeing so much “marketing theatre” (aka. vanity metrics), the importance of being provocative and then nuanced in your positioning and what AI tools like ChatGPT and MidJourney mean for agritech marketing. Dan also shares his go-to marketing book recommendations and best podcasts.

Show Notes:

To contact Dan directly email him: ⁠dan@schultzcollaborative.com⁠ or connect with him on ⁠LinkedIn⁠

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook ⁠here⁠  Connect with or Follow me on ⁠LinkedIn⁠

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) ⁠here⁠ To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join ⁠here⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠here⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠here⁠ 

For more on us, what we do and who we work with: ⁠www.agrarian.co.nz

Download transcript here

#38: Perfecting Your Positioning w/ Philip Morgan

“What’s an idea you wish your market would buy into?”

This week we welcome Philip Morgan to the show who is a positioning and specialisation coach.

Phil is based in Montana US and specialises more in the tech entrepreneur and services space but the wisdom he has and shares is as applicable to Ag. He is deep, articulate and cerebral thinker.

Phil and I talk about what effective positioning is and isn’t, why most companies can’t specialise, the importance of Point Of View and how it helps you differentiate, the role of trademark ideas and why bravery, discipline and generousity work best if you want to succeed and cut through in a commodity world.

Show Notes:

To buy or sample Philip’s book: https://philipmorganconsulting.com/positioning-manual/

For Philip’s example of fantastic specialisation case studies: https://philipmorganconsulting.com/specialization-examples/

To contact Phil directly: philip@philipmorganconsulting.com

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for mangers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.agrarian.co.nz

#36: Automating Your Rural Marketing w/ Chrissy Wozniak

Chrissy Wozniak runs the North American Ag podcast which is in the top 0.5% of all world podcasts celebrating all the positive benefits of Ag so we get very lucky to have her on the show!

We talk about the “handshake business” of tradeshows, do’s and don’ts to stand out at trade shows or Fieldays/fieldday events, how to use marketing automation to reduce wastage, why building your list is your lifeline and the importance of process-focussed marketing.

If you are a rural business owner or marketer wanting to up your game or get more from your marketing, then this episode is jam-packed with insights and intel you can use and apply immediately.

Show Notes: To connect with Chrissy visit ⁠North American Ag Podcast⁠ and ⁠Chrissy Wozniak⁠ website.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook ⁠here⁠ Connect with or Follow me on ⁠LinkedIn⁠

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) ⁠here⁠ To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join ⁠here⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠here⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠here⁠

For more on us, what we do and who we work with: ⁠www.agrarian.co.nz⁠

#35: Improving Your Mental Fitness w/ Tony Martin

This week we welcome Tony Martin on the show who is former Trade Commissioner for NZTE in Vietnam and Dubai who was responsible for trade and market access.

Tony is now CEO of Prevar – the innovation arm of Apples & Pears NZ and also runs an Executive Coaching business that teaches top execs on mental fitness. We talk about the importance of thought control and measuring the right ratio between positive and negative thinking. Tony shares his top tips, tools and techniques on how to access your true potential and we discuss the role of rituals and routines and how this relates to high performance by going to the “mental gym”.

This is powerful stuff if you want to reach your true potential and improve your sales game so listen, learn and enjoy.

Show Notes: To take Tony’s Positive Intelligence (PQ) Test visit: ⁠https://assessment.positiveintelligence.com/pq/overview⁠ Or connect with Tony on either of his LinkedIn Profiles: ⁠https://www.linkedin.com/in/tony-martin-30b5bb3⁠ ⁠https://www.linkedin.com/company/2b-limitless/⁠

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook ⁠here⁠ Connect with or Follow me on ⁠LinkedIn⁠

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) ⁠here⁠ To join our private Facebook Group where we share a ton of free rural sales and lead-generation tools almost daily join ⁠here⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠here⁠ or for mangers with our Rural Sales Manager Mastery™ programme ⁠here⁠ For more on us, what we do and who we work with: ⁠www.agrarian.co.nz

#34: Human-Centered Selling w/ Andy Paul

This week we got super lucky to convince best-selling author and world top 10 sales podcast host Andy Paul on the show. Andy is a massive advocate for human connection when it comes to effective selling. He shares many insights gathered from a 50 year career in sales when he first started out with Apple. We talk about showing up as you as a sales person, the importance of creating memorable buying experiences, why follow up questions are vital, important difference and distinction between knowledge and understanding your prospects and why AI and machine learning will never replace human-based selling. Andy also shares his 4 core pillars of selling: connection, credibility, curiousity and generousity.

Plenty to listen and learn in this show Team. Enjoy! Show Notes: To find out more about Andy feel free to connect with him on ⁠LinkedIn⁠ Make sure you also follow and subscribe to his excellent podcast – ⁠The Sales Enablement Podcast⁠

To buy his latest book click ⁠here⁠

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook ⁠here⁠ Connect with or Follow me on ⁠LinkedIn⁠

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) ⁠here⁠ To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join ⁠here⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠here⁠ or for mangers with our Rural Sales Manager Mastery™ programme ⁠here⁠ For more on us, what we do and who we work with: ⁠www.agrarian.co.nz

Episode #33: Speaking From The Stage w/ Julia Jones NZX

Julia Jones is a well known to many on the NZ and Australian Ag speaker circuit and is also Head of Insights at NZX.

She has an infectious enthusiasm and energy so I got her on the show to talk about what makes her tick, her life lessons, advice for a friend, how to combat impostor syndrome and much more.

Julia is one to always watch – and follow.

Enjoy.

Show Notes:

To connect with Julia reach out to her on LinkedIn

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For more on us, what we do and who we work with: www.agrarian.co.nz

Episode #32: Managing Rural Men’s Health w/ Aaron Schultz

Aaron Schultz is the founder of Outback Mind Foundation doing great work in the field of rural men’s health.

Aaron and I talk about all the pressures of growing up in rural whether it be alcoholism, workaholism, depression, anger or anxiety.

We talk about the importance of routines and rituals, creating space and structure in your day, eliminating negative self-talk and how you can improve your mental health with things like exercise, reading and breathing.

Aaron is doing great work and is looking for corporate sponsors to help him do more great work with his men’s circles.

This is a great listen for any of you who might be struggling or recognise some of the stuff we talk about on this episode.

Show Notes:

For more on Aaron and the great work he does please visit https://www.outbackmind.org.au/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

Episode #31: Exporting NZ Ag to South America w/ Gerry Williams

Gerry Williams is the founder of Pacific Basin Exports and his name might be recognised to a few of our New Zealand listeners.

Gerry is one of those humble blokes who’s done a lot and achieved a lot in life, and I encouraged him to come on to the show to share his story. Guys like Gerry have an enormous amount of life and business experience we can all learn from and we should all make and take the time to listen to others like him more than perhaps some of us do.

He shares the highs and lows of his journey when he was the first to start his own business exporting to South America when no one else was. He’s a tenacious, never say die type, thoroughly entertaining and has travelled to many countries and still lives life to full. He also gives his own advice to anyone starting out in Ag and the advice he’d give to his younger self.

It was a pleasure to chat with Gerry and be able to share his story here.

Show Notes:

For more on Gerry and what he and his CEO son Nick do please visit www.pbex.co.nz

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#30: Search & SEO Tools and Tips w/ Kaylene Grieve

Did you know 93% of all purchases start with search?

Kaylene runs a successful search and content marketing agencies in Sydney who wanted to come on the show and share her wisdom on all things search, digital, SEO and lead generation.

We talk about what makes a good website vs a bad one, the importance of targeting the right keywords and how to set up your content and digital marketing strategy for success. 

You’ll learn a lot from this episode.

Show Notes:

If you’d like to take up Kaylene on her kind and free offer of a complete site audit for your rural business visit: ⁠https://www.salesseoandsocialmedia.com/⁠

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: ⁠https://www.ruralsalessuccess1.com/ebook⁠

Connect with or Follow me on LinkedIn: ⁠www.linkedin.com/in/stjohncraner⁠

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) ⁠here⁠

For more on us, what we do and who we work with: ⁠www.agrarian.co.nz

#29: Managing People & Performance w/ Stu Taylor

Stu Taylor is GM of Craigmore Sustainables, who I had the pleasure of studying alongside down at Lincoln University when we both completed our Kellogg Programmes many moons ago.

Stu is a big deep thinker and I’ve always admired him for his people management skills so I got him on the show to talk about just that.

We talk how to have those difficult courageous conversations, managing poor performance, what leadership means and much more.

If you manage a team then this is the episode for you to see the true potential of your people and how you can tap into that.

Enjoy.

Show Notes:

To connect with Stu feel free to connect with him on LinkedIn

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#28: What We Can Learn From Coaching World-Class Athletes w/ Mark Elliot

This week we welcome Mark Elliot former High Performance Director of Triathlon NZ, Bike NZ, NZ Olympic Winter Sports and now Board Members of Paralympics NZ.

Mark and I talk about what it means to be a high performance coach training Olympians and world champions and the parallels we can draw between high performance sport and business.

Marks talks about the importance of taking care of the micro-details, winning at the margins, the process of pre-briefs and debriefs and what makes top athletes coachable.

This episode will give you insights into the minds of world-class coaching and coaches and how you can apply similar principles to lift the performance of your rural sales team.

Show Notes:

To find out more or connect with Mark feel free to connect with him on LinkedIn.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#27: Overcoming Adversity w/ IronMan World Champ Lynley Allison

This week we welcome my good mate Lynley Allison who has been an IronMan World Champion (Kona) and a top endurance athlete on NZ shores.

Lynley has been part of high-performance coaching most of her life including Triathlon NZ, Rowing NZ and Cycling NZ.

On this episode, Lynley shares her very personal story of how she had to overcome extreme adversity and face some tough choices.

You will learn immediately that Lynley is built tough and resilient and is a shining example to others on how to manage your mindset when facing life’s challenges.

We also talk about training, discipline, commitment, coaching, being coachable and where motivation comes from.

Show Notes:

To find out more about Melissa feel free to connect with her on Facebook: https://www.facebook.com/lynleyfish

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook
Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#26: Removing the 5 Layers Of Buyer Resistance w/ Connie Whitman

This week we welcome Changing The Same Game host Connie Whitman who trains sales teams in banking, finance and credit unions in the US.

Connie is a big advocate of human-centred selling and shares some of the tools and techniques she teaches others.

We talk about the importance of listening vs speaking, how buyers communicate at a conscious and subconscious level and how to remove the increasing level of buyer resistance built from poor sales experiences and poor sales reps.

Show Notes:

To download a free copy of Connie’s Communication Style Assessment™: whitmanassoc.com/csa/

To find out more about her programme visit: whitmanassoc.thrivecart.com/eliminate-t…ls/partner/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here: bit.ly/3voaPS7

For more on us, what we do and who we work with: www.agrarian.co.nz

#25: Selling High Touch In a High Tech World w/ Phil Gerbyshak

This week we welcome my good friend Phil Gerbyshak who is a US based sales trainer who runs a fantastic sales podcast with guests like Tom Peters, Seth Godin and Marshall Goldsmith so we got lucky getting Phil on the show.

Phil shares decades of sales insights and experience including his 5 Ps:

– pipeline
– preparation
– practice
– performance
– perfect

We talk about the importance of managing up for reps and managers and why deal coaching beats rep coaching. We also cover off why it’s vital to review all sales interactions.

Phil drops a ton of value especially at the end so make sure you hang in there you rural sales reps and sales managers!

Show Notes:

To find out more about Phil make sure you follow his podcast The Sales Leadership Show or sign up for his weekly sales mindset site: www.happyaf.substack.com

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here: bit.ly/3voaPS7

For more on us, what we do and who we work with: www.agrarian.co.nz

#24: How To Solve Sales Manager Mistakes w/ Wesleyne Greer

This week we welcome Wesleyne Greer, Founder and CEO of Transformed Sales. Wesleyne is a US based sales trainer and coach who runs a fantastic sales podcast that focusses specifically on training and teaching sales managers to become better sales leaders.

We talk about why sales managers deflect, deny and defer sales training for themselves and why the multiplicity of a sales manager makes a bigger impact than training sales teams alone. Any sales success always starts with the manager.

Wesleyne also shares how to successfully sell CRM to sales teams and why sales meetings should be about “skill builds” and not demotivating pipeline reviews.

This is a terrific show if you are a CEO or Managing Director who wants to get the best from your national sales manager in order to get the best from your frontline rural sales team.

Show Notes:

To find out more about Wesleyne, connect with her on LinkedIn to access a ton of free resources she generously shares (click on the link in her bio): https://www.linkedin.com/in/wesleyne/

You can also reach her and her team here: https://www.transformedsales.com/

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If you want to get a free copy of my How To Succeed In Rural Sales ebook (normally $US19.95 on Amazon), join my weekly rural sales email or find out more about our Rural Sales Success™ team training programme or our Rural Sales Manager Mastery™ training programme, please visit www.ruralsalessuccess.com where I share a ton of free tools and resources, just like I do with this podcast.

Appreciate it and appreciate you.

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

For more on us, what we do and who we work with: www.agrarian.co.nz

#23: Mastering Mental Models w/ Michael Simmons

This week we welcome learning machine and world-class leader Michael Simmons.

Michael is a best-selling author and has written for Time Magazine, Forbes and the Harvard Business Review. He’s best known for his coaching and training in teaching people how to learn.

He is an unapologetic life-long learner and has taught me a ton personally in the last decade including his famous “5 hour rule” for deliberate learning.

We discuss learning and how to learn, how to make time to learn, habits, energy management and using the framework of common mental models to help us make better decisions as humans.

I was so excited to finally get Michael on the show as he is a learning genius and inspiration. Enjoy.

Show Notes:

To connect and follow Michael: https://michaeldsimmons.medium.com/

To sign up for his $20/month Mental Model Club (which I highly recommend!): https://mentalmodelclub.com/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.ruralsalessuccess.com

#22: Mastering How To Become a Great Man by Chris Dufey

This week we welcome Chris Dufey who is a highly successful fitness and coaching entrepreneur and father of 4 beautiful daughters with his wife Lauren.

Chris shares his story starting from a home life where money was always short to recently selling his business in a multi-million dollar deal after many ups and downs both personally and professionally.

Chris is a living example that if you want to succeed in business and sales it all starts with yourself. In order to master sales you have to master yourself and hold yourself to a higher standard. We cover a lot in this episode.

This one is unapologetically aimed at men and how we need to be better – but its principles and philosophies apply anywhere.

Enjoy.

Show Notes:

To find out more about Chris or follow his important essays and inspirational YouTube videos visit: https://www.chrisdufey.com/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#21: Demystifying The Media Landscape w/ Pattrick Smellie

This week we welcome highly respected and recognised senior journalist and PR/Corporate Communications Expert Pattrick Smellie.

Pattrick has worked for The Australian, been Chair of the NZ Parliamentary Press Gallery and editor for the Dominion Post. Pattrick also worked under Finance Minister Roger Douglas back in the day and is now CEO of BusinessDesk – a leading media subscription company now owned by NZME, owners of the New Zealand Herald and Newstalk ZB.

Pattrick shares what makes a senior journalist tick and what they look for most in a story that makes it newsworthy. He also shares some stories and highlights from his illustrious career including meeting the Queen and sitting alongside Nelson Mandela for dinner.

If you’ve ever been intimidated by journalists and don’t know how their world works, Pattrick explains it all.

Enjoy.

Show Notes:

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz 

#20: Achieving Adaptability in a VUCA World with Richard Alderton

This week we talk to my good mate Richard Alderton who is an expert in Adaptability Coaching. Richard is a former CEO of DeLaval TetraPak and worked with GlaxoSmith Kline, Boots and now advises the NHS on adaptability.

We talk about how traditional change management doesn’t change anything and why adaptability works (focussing on the software of people) when change management doesn’t (the hardware of management).

Richard shares his 3 step process for adapting: curiosity, courage and velocity as we all try to manage this VUCA (volatile, uncertain, complex, ambiguous) world we live in.

He also teaches you how to manage but more importantly overcome the two biggest barriers and emotional expressions when we face change: fear and anxiety.

This is a good one to end on for 2022 which has been one hell of a rollercoaster and get set for 2023.

Enjoy

Show Notes:

To find out more about Richard and what he does to help businesses with change and adaptability visit: https://www.highperformancechange.com/ where you can download his brilliant book

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#19: Selling To Farmers with Steve Hines

This week we welcome Steve Hines who runs a successful 700 cow dairy farm in Waikato, NZ and is a former Fonterra Shareholder Council Chairperson.

Steve talks about his previous career in sales and what you need to do to sell to farmers effectively in today’s world.

He shares a ton of tips and tools, along with the mistakes you shouldn’t make that come straight from a true blue farmer.

If you’re a rural rep or new to rural sales this is recommended listening for you.

Listen, learn and enjoy.

Show Notes

To find out more about Melissa or book her for your next conference (hint: she is an amazing speaker!) visit: futurecentre.nz/

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#18: Pricing, Positioning & Publishing with Jonathan Stark

This week guest Jonathan Stark conquers commoditisation by laying a challenge to rural business owners. Jonathan is one of the world’ best pricing and positioning experts with a worldwide following (just Google him to see what we’re talking about). He’s a big fan of writing emails every day to his list – and he proves how it works for him after being taught by global marketer Seth Godin.

We talk Peter Drucker marketing and innovation, how to prevent pricing objections, the cadence of content, the power of positioning and why most problems stem from poor positioning, and how to sell effectively and strategically.

We are very lucky to get guests like the calibre of Jonathan on our show so make sure you listen to this one. He doesn’t pull any punches and shares a ton of tools and tips you can use straight away to get better results.

Show Notes:

To find out more about Jonathan: www.jonathanstark.com


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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

 

#17: Mind Growth vs. Mindset with Mike Agugliaro

“If you want to 10x your business you need to 20x yourself.”

This week we talk to the amazing Mike Agugliaro who is one very impressive human being. He’s sold 2 x 8 figure companies in the last 5 years and now runs a world-class life transformation coaching business with his wife Jennifer.

Mike’s shares his story that started at 15 when he was left on his own, to running a hugely successful trades service business in New Jersey, US with 165 trucks and 200 employees that grew from $1m to $32m in 10 years. He founded and sold his CEO Warrior business in 2017 and now has set up a world class personal development company FuDog Group.

Mike has accolades and recommendations from some of the best in the business inc Kevin Harrington (Shark Tank) and Jay Abraham so were incredibly lucky and fortunate to get Mike on our show.

This has to be one of our best podcasts yet so enjoy and make sure to take lots of notes as Mike shares a ton of tools.

Enjoy.

Show Notes:

To find out more about Mike and what he does visit: https://fudoggroup.com/

Buy his amazing book Mind Power here

Reach out to him on LinkedIn/ Facebook

 

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

 

#16: Training, Discipline & Self-Responsibility with World Champion Powerlifter Jess Hanara

This week we talk to my good mate Jess Hanare who holds the world record in power lifting for squat (148kgs) and dead lift (185kgs). She also bench presses 98kg.

Jess is probably one of the strongest mental and physical human beings I have ever met (she also happens to be my PT).

We talk about the importance of self-responsibility, the discipline of training and the power of visualisation and rituals.

This is a good one if you want to get to the next level in your performance and learn from the best.

Show Notes:

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

 

#15: Influence, Persuasion & Negotiation with Richard Petrie

This week we talk to Richard Petrie, former NZ Black Caps cricketer, coach and consultant who now specialises in advising architectural firms on optimising their sales and marketing.

Richard shares the same passion and curiousity on human behaviour, nature and biases so we have a great conversation based on his big cerebral brain.

We talk about finding out what people want and helping them get it as well as him taking me through a live persuasion exercise (spoiler alert: he’s very good!).

If you want to get better at persuading and influencing people – personally or professionally – this show is a masterclass for you.

Show Notes:

To find out more about Richard and what he does visit: richard@mt2.co.nz

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#14: Marketing and Selling to Rural Women with Chanelle O’Sullivan

This week we welcome my good mate Chanelle O’Sullivan who is founder of Farming Mums NZ which has 16k followers and up to 100 posts a day.

She is also a massive, fast-paced ambitious entrepreneurial machine, a speaker on the Ag conference circuit, writer, Lincoln scholar, former veterinarian nurse and mother of 2 who now lives in Glenorchy, Otago.

Like all my guests, Chanelle isn’t afraid to speak her mind and share her valuable views, so we got her on the show.

We talk about how companies can improve how they position and sell to rural women, often the CEO or CFO of the farming household.

We also talk about social media marketing tips.

Show Notes:

To find out more about Chanelle get in touch with her via Google or @chanelle.osullivan on Instagram.

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn to read my many articles: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#13: Effective Sales & Marketing with Russell Pearson

This week we welcome my buddy Russell Pearson who has been consulting and coaching professional service people and coaches for the last 25 years.
Russell is a well-articulated speaker, writer, blogger and thinker who brings some outside-in thinking to help us shake up what we think and know in Ag.

We talk about the importance of context, collaboration and co-creating messages with your marketplace.

PS. He has a very silky late night FM radio DJ voice. I could listen to him speak forever : )

Show Notes:

To find out more about Russell and what he does and who he serves: www.russellpearson.com

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Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: https://www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn to read my many articles: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#12: Securing Rural Media Coverage with Rebecca Greaves

This week we welcome my friend Rebecca Greaves (aka Becs), a well-known and respected rural media journalist and former editor.
Becs was former Farmers Weekly Editor, Editor of NZ Country Rural Life Media (publishers of CountryWide and Dairy Exporter) and now co-presents the Saturday morning Rural Exchange radio show

Becs is a straight shooter and shares a ton of tips and techniques to help you understands how newsrooms run, how to catch the eye of a busy editor, how to create a simple press release and what makes for a good news story. We also talk about what makes a newsworthy story that gives you the best shot of getting your story in paper or print.

Enjoy this one.

To find out more about Rebecca and how she might be able to help you with editorial: www.rebeccagreaves.com/

+++

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my weekly rural sales email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#11: Disruption with Futurist Melissa Clarke Reynolds

This week we welcome my good friend Melissa Clark-Reynolds ONZM who is a very well-known and respected thought leader and futurist through her Future Institute consulting business.

She is also a big contributor to the Ag conference circuit and former Deputy Chair of Radio New Zealand, Director on the Ministry of Primary Industry Advisory Panel and was the first non-farmer director on Beef + Lamb NZ. She also works with and advises the likes of Lincoln University, Atkins Ranch, Assure Quality, Biosecurity NZ and Kotahi.

Melissa thinks BIG and isn’t afraid to disrupt and shake status quo thinking, so we got her on the show.

We talk about the macro factors affecting Agriculture, the trends and patterns she is picking up on and we share what makes a great sales experience for her as a female tech entrepreneur. We also dabble in what she thinks is good and bad marketing.

 

Show Notes:

To find out more about Melissa or book her for your next conference (hint: she is an amazing speaker!) visit: futurecentre.nz/

+++

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook

Connect with and Follow me on LinkedIn: www.linkedin.com/in/stjohncraner

Subscribe to my Weekly Rural Sales Email (which goes out to 3000+ rural sales professionals) here

For more on us, what we do and who we work with: www.agrarian.co.nz

#10: What Exploration Can Teach Us About Leadership & Resilience w/ Jamie Fitzgerald

What can a world-record adventurer teach us about sales, leadership, and resilience?

In this episode of The Rural Sales Show, St John Craner talks with Jamie Fitzgerald — world record holder for rowing the transatlantic, Antarctic explorer, and co-host of TVNZ’s First Crossings. Jamie has walked the Te Araroa trail to inspire kids, shared stories with the late Sir Edmund Hillary, and now runs a high-performance coaching business working with NZTE, corporates, and rural companies.

Together, we explore:

  • The secrets of peak performance and why people avoid accountability

  • The common blocks and barriers that hold teams back — and how to overcome them

  • Why reflecting on performance builds momentum and resilience

  • How to celebrate small wins to create lasting progress

  • Where to play, how to win, and why failure often means you’re further ahead than you think

  • Leadership lessons Jamie has learned from the mountains, the oceans, and the boardroom

Jamie shares stories from his global adventures, including his reflections on purpose, performance, and resilience — and why success often hides in the moments when you feel like you’re not winning at all.

📌 Resources:

🎧 Listen now and learn how reflection, resilience, and performance habits can help you lead better in rural sales and beyond.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz

#9: How Coaching Can Help The Struggles of Rural Addiction w/ Conrad Tracey

Addiction doesn’t just affect individuals — it impacts families, relationships, and entire rural communities.

In this episode of The Rural Sales Show, St John Craner speaks with Conrad Tracey, founder of ⁠Addiction Coaching Australia⁠. Based in Melbourne, Conrad works with people across rural and regional areas struggling with drug, alcohol, gambling, screen, workaholism, or pornography addictions. He also coaches individuals on anger management and building healthier coping strategies.

Together, we talk about:

  • The trauma and triggers that can lead to addiction

  • The warning signs partners and families often see first

  • Practical tools to build self-awareness and accountability

  • How rural communities face unique challenges around addiction and recovery

  • Pathways toward support, healing, and resilience

If you or someone you know is being held back by addiction, this episode offers hope, insight, and a reminder that help is out there.

📌 Resources:

🎧 Listen now to understand addiction in rural life — and the first steps toward recovery.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz⁠

#8: How to Improve Marketing Management & Metrics w/ Darren Woolley

What does smarter marketing management look like in today’s changing landscape?

In this episode of The Rural Sales Show, St John Craner speaks with Darren Woolley, Global CEO and Founder of TrinityP3, a leading marketing management consultancy working with brands and agencies worldwide since 2000.

Darren shares two decades of experience helping clients and agencies build better relationships, accountability, and performance. Together, we explore how marketing management is evolving — and what rural businesses and sales teams can learn from these global trends.

You’ll learn:

  • The future of agency models and what this means for businesses and marketers

  • How to improve accountability and attribution in your marketing spend

  • The role of media and metrics in shaping effective campaigns

  • Tools and strategies TrinityP3 uses to benchmark and optimise marketing performance

  • Why stronger client–agency relationships lead to better results

If you want to understand the trends driving marketing, sales, and media performance — and how to apply them in your business — this conversation will sharpen your perspective.

📌 Resources:

🎧 Listen now to learn how to future-proof your marketing with better management, metrics, and accountability.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz⁠

#7: Leadership, Adaptability & Resilience Skills with Otis McGregor, Former Green Beret US Army

What can rural leaders learn from the battlefield?

In this episode of The Rural Sales Show, St John Craner talks with Otis McGregor, retired US Army lieutenant colonel and former Green Beret, who brings over 25 years of frontline leadership experience from Iraq, Afghanistan, and even the Arctic.

Today, Otis trains companies worldwide on leadership, adaptability, and purpose — drawing on lessons forged under extreme pressure. His perspective helps sales leaders, managers, and rural business owners build resilience and lead with clarity, even in uncertain times.

You’ll discover:

  • The core leadership principles Otis learned as a Green Beret

  • How to stay adaptable in fast-changing environments

  • What resilience really looks like when the stakes are high

  • The power of purpose-driven leadership in motivating teams

  • Strategy lessons rural businesses can borrow from special forces

  • Why great leaders focus on service, accountability, and consistency

Otis also shares stories from serving under US Navy Admiral William McRaven (famous for his viral “Make Your Bed” speech with 14M+ views), offering rare insight into leadership at the highest level.

📌 Resources:

🎧 Listen now to uncover leadership lessons from the battlefield — and how they apply to rural business and sales.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz⁠

#6: Sales, Marketing & Agency Trends for Rural Business w/ James Kemp

What’s next for sales, marketing, and agency models — and how can rural businesses stay ahead?

In this episode of The Rural Sales Show, St John Craner sits down with James Kemp, multi-million-dollar coach, mentor, and serial entrepreneur. James has guided businesses from $5M to $500M, and he brings an outside-in perspective that rural sales and marketing often miss.

You’ll discover:

  • Why offers are the make-or-break factor in sales success

  • How to use attribution and accountability to measure what really works

  • The shifts in agency models, platforms, and media every marketer should prepare for

  • What the best salespeople actually do differently to win more business

  • The future role of marketing managers in a changing landscape

James drops actionable strategies and unpacks where rural sales and marketing need to level up. If you want to stay ahead of shifting trends, sharpen your offers, and future-proof your marketing, this episode is packed with insights you won’t want to miss.

Contact James: jk@jameskemp.co

🎧 Listen now to uncover the trends shaping sales, marketing, and agencies.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz⁠

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#5: Work Smarter in Rural Sales: Time, Energy & Performance Tips w/ Neil Wagstaff

Managing your calendar is one thing — managing your energy is what really drives performance.

In this episode of The Rural Sales Show, St John Craner talks with performance coach Neil Wagstaff about the link between time management, energy management, and productivity in rural sales. You’ll discover why it’s not just about doing more, but doing the right things at the right times — based on your own biology.

Neil shares:

  • The 6 key factors that impact energy and time management

  • How to align your workday with your natural performance peaks

  • Why understanding Epigenetics is like having a user manual for your body

  • Practical strategies to get more done without burning out

  • Ways rural sales reps can protect their focus in high-demand seasons

Whether you’re running a rural business, managing a sales territory, or working in agribusiness, these insights will help you work smarter, recover faster, and stay productive year-round.

📌 Resources:

For more information on Epigenetics or to connect with Neil Wagstaff direct:

🎧 Listen now and start managing your energy, not just your time.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠join here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or for managers with our Rural Sales Manager Mastery™ programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For more on us, what we do and who we work with: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.ruralsalessuccess.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ / ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.agrarian.co.nz⁠

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#4: Rural Online Marketing Success: How NZ Natural Clothing Grew w/ Phil Grant

What does it take to turn a rural retail store into a thriving online brand?

In this episode of The Rural Sales Show, St John Craner talks with Phil Grant, owner of ⁠New Zealand Natural Clothing⁠ — home to iconic rural brands like Norsewear and Swanndri. Phil reveals how smart online marketing, email campaigns, and SEO turned his business into one of New Zealand’s leading rural retail success stories — with sales up 200% in-store and a thriving e-commerce arm.

You’ll learn:

  • How to run high-converting email campaigns using keyword searches

  • Why your email list is one of your most valuable business assets (and how to grow it)

  • The simple 5% discount incentive that boosted sign-ups

  • How consistent, quality blogging drives traffic and sales

  • The SEO tactics that work for both organic and paid search

  • Why you should treat online customers like they’ve just walked into your store

  • The power of title testing to increase clicks

  • How 50% of sales can come from just 5 product SKUs

  • Phil’s views on the future of Fieldays and rural retail trends

Phil also shares how social media fueled exponential growth during COVID lockdowns, why he turned down Amazon, and how he built his own .com platform with offshore contractors.

📌 Resources:

🎧 Listen now to learn how to take rural retail online — and win.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#3: How to Use LinkedIn for Lead Generation: Growth & Prospecting Tips w/ Anne Miles

Turn LinkedIn into your most profitable marketing machine.

In this episode of The Rural Sales Show, St John Craner talks with Anne Miles — one of Australia’s top marketing communication experts and founder of the global creative community, ⁠Suits & Sneakers⁠. Anne has helped brands and professionals worldwide transform LinkedIn from a basic social media profile into a high-performing lead generation engine.

You’ll learn:

  • The biggest LinkedIn mistakes that cost you leads

  • How to optimise your LinkedIn profile to attract the right prospects

  • Using LinkedIn Search effectively for keywords (not just names)

  • Why posting specialist content beats going broad every time

  • Why blogging on LinkedIn is better than blogging elsewhere

  • How one article earned Anne 198 emails and $3M in deal flow

  • The growth strategies that took her from 1,000 to 17,000 followers in 2 years

  • Real client success stories that prove these tactics work

If you’re a rural business owner, sales rep, or marketer wanting more inbound leads, better connections, and stronger authority in your niche, this episode will show you exactly how to make LinkedIn work harder for you.

🎧 Listen now and start turning your LinkedIn into a 24/7 sales engine.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#2: How Rural Businesses Can Win with SEO & Content Marketing w/ Mike Morgan

Want your rural business to get found online — without wasting money on the wrong tactics?

In this episode of The Rural Sales Show, St John Craner talks with Mike Morgan, founder of ⁠High Profile Enterprises⁠ — the first New Zealand company recognised by the Content Marketing Institute in New York. Named on multiple global “Top SEO Experts” lists, Mike shares his proven approach to ranking higher, creating content people actually want to read, and standing out in competitive markets.

You’ll learn:

  • Organic SEO vs. paid Google Ads — which delivers better ROI for rural markets

  • How to stay on top of Google’s 200+ algorithm factors without losing your mind

  • What makes content truly valuable, unique, and high-quality

  • How often you should publish content (and why the “Skyscraper Method” works)

  • Which platforms rural marketers should focus on for growth

  • Why SEO and content marketing are critical for agribusiness and rural B2B success

Whether you market to farmers, ag suppliers, or rural service providers, this episode will show you how to attract the right customers, rank higher in search, and make your content work harder for your business.

🎧 Listen now and start building a rural marketing strategy that lasts.

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Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

#1: How To Use Body Language to Make More Sales w/ Suzanne Masefield

Unlock the unspoken side of selling.

In this episode of The Rural Sales Show, St John Craner talks with New Zealand’s leading body language expert, Suzanne Masefield, to show you how reading nonverbal cues can help you connect faster, earn trust, and close more rural sales.

You’ll discover:

  • Where to sit in a first sales meeting to make buyers feel at ease

  • The real meaning behind gestures like chin-rubbing and hand-wringing

  • Handshake secrets that signal confidence and credibility

  • How to spot unspoken objections before they derail your deal

  • Practical body language tips for selling to farmers, ag suppliers, and rural business owners

Whether you’re in agricultural sales, B2B rural markets, or face-to-face selling, these techniques will give you an edge in every conversation.

🎧 Listen now and start speaking the silent language of sales.

+++

Grab your copy of my new book “365 Rules to Master Rural Sales” from Amazon ⁠⁠here⁠ (or join our Facebook Group below to get a free online copy).

Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” ⁠Ebook ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Connect with or Follow me on LinkedIn

Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here

To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here

For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here

For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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