I often hear this veiled cry of desperation from rural marketing departments or uneducated sales people. My challenge is always: awareness [...]

Sales management is so last century. Stop telling and start asking. Telling your reports what to do means you lose valuable learning [...]

Sales talent turnover is ridiculous right now. Gallup calculates it can cost your rural business up to twice their salary. For your high [...]

I’m noticing a disturbing trend: an increasing tolerance of underperformance by underperforming leaders who have have sat in their jobs for [...]

Being counterintuitive is a hidden super power when it comes to rural sales. Counterintuitive questions work so well because your prospect [...]

When your rural sales reps say this they can’t close. Instead of focussing on the close, they need to be focussing on the conversation. This is [...]

I want you to ban the word Marketing in your rural business and call it Sales Support instead. Brace yourself for the howls, complaints and [...]

“Everything that needs to be said has been said already. But since no one was listening, everything must be said again.”  – Andre Gide. [...]

The problem with problems is they are public, whereas pains are private. We have to get past problems to get to pains because when something [...]