The Rural Sales Show

“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. (www.powerfarming.co.nz) 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 consiste...

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 do...

“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...

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!...

"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 an...

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 se...

Emmy is a animal scientist, former 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 con...

“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 his own 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...

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 t...

“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 behavi...

"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...

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 grow...

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 fu...

This week we welcome Bridgit Hawkins who is the Chief Sustainability Officer of ⁠CropX⁠(https://cropx.com/), Chair of ⁠Agritech NZ (https://agritechnz.org.nz/)⁠ and mentor at ⁠Sprout https://www.sproutagritech.com/)⁠. 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 p...

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 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...

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...

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 mea...

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 divorce...

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 y...

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 (https://open.spotify.com/episode/1osqkymzhOm2qvfuMwuKL3?si=jHnrKsz1SRq4OCjrMKn-Ow)⁠ where we go deeper into the importance of pre-briefing and de-briefing in high performance s...

“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...

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 (https://wairererams.co.nz/) 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 an...

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 a...

“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 (https://www.facebook.com/NZFarming) 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 the how any post needs to be...