Columns & Opinions

• To the Point: Finding the Opportunity in the Difficult

  Spring 2020 is going to be a spring that we remember and one that brought business challenges unlike any we’ve experienced before.
• Relationship Selling-9 Tips & Strategies on Handling Incoming Sales Calls

  In teaching telephone techniques to salespeople and sales managers, I'm always amazed at how many misunderstand the value of the incoming calls to the business. Salespeople many times don't treat them as true lead. This misjudgment is costing the salesperson and the business thousands of dollars every year.
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  To the Point: Finding the Opportunity in the Difficult

  Spring 2020 is going to be a spring that we remember and one that brought business challenges unlike any we’ve experienced before. But crops still got planted, parts purchased and equipment serviced. There have been challenges indeed, but those challenges have brought opportunities to connect with your customers in different ways and also fine tune some processes.
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  Quantifying Brand Loyalty

  We know from experience that farmers can be resolute in their steadfast dedication to certain equipment colors. When we initiated our first Ag Equipment Brand Loyalty study in 2010, we wanted to find out if what we were hearing from dealers and others about farmer brand loyalty was true. So, we surveyed a couple of thousand Midwestern farmers to gauge their feelings about brand loyalty. Are they or aren’t they?