Ag Sales Professional's Podcast by Greg Martinelli

Hosted by Greg Martinelli

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Episodes

Latest episode

Jul 2026

Language

EN-US

About the show

Bringing you top sales strategies and information to build your territory and agribusiness

Listen to episodes

10 recent

July 14, 202628 min

Greg’s 44 Sales Truths – PODCAST

For the Ag Sales Professionals The following are ideas and concepts that come from all the years of selling, managing salespeople, leading sales teams, and running a sales training service. As one of the most reluctant salespeople to ever head out into a territory, I found it to be an unbelievably rewarding career. After ten years of writing a weekly blog and podcast, I’ve assembled these 44 truths. I’m calling them truths because I believe them, or they wouldn’t be on the list. I have lived them, tested them, and can prove with my experience that they are true. They are not absolute. I’m sure there are a few more truths that will pop into my mind someday. But I hope they help you as much as they have helped me to make your sales career as rewarding as possible. If you would like to explore more information on how to use these concepts to develop you or your sales team, please reach out. They can be implemented in a variety of ways, customized to what works for you and your sales team. As always, my focus is working with professional salespeople in agribusiness to develop their selling skills, improve their customer management, and eventually become a trusted advisor in their market. Click below to listen to all 44!

June 30, 20266 min

The Sales Balancing Act – Podcast

A sales career is built on self-balancing your time For an effective sales career, you need to be self-balancing. In every sales role, there is a constant pull of your time and energy between two opposites. For example: “Do I……. Focus on my current customers or focus on prospecting. The hunter-farmer decision Focus on the strategic few customers or treat every customer equally. Make sales calls or have an office day. Focus on one market segment or cover all of them in my geographic territory. Become a specialist versus being a generalist. Focus on technical and data to sell versus more of a relationship selling style. Being all about your commission versus being all about the customer versus being all about the most technically correct solution. Listen in as we discuss how balance can help and hinder your sales career!

June 25, 202612 min

Overcoming doubt when selling – Podcast

What to do at those critical moments of doubt Every salesperson at any moment can run into a wall of doubt on any sales call. Even the most experienced have moments of doubt. Don’t let bravado or stoic expressions fool you. We all have it. Confidence does not necessarily eliminate doubt. Confidence can mean that you know your products. You know how to recommend them or sell them. You know your market and your customers. So, you may feel confident at any stage of your sales career. Yet, doubt is always just a moment or thought away. Why? More importantly, how do I reduce those moments of doubt when selling? It’s like riding a bike. Most of us are fairly confident at riding a bike. I’m on my bike for four or more hours a week. Confidence in my ability to ride is very high. Yet, I take turns in the rain and remember all the times I fell in the rain on slick roads. I remember a deer jumping out of a tree line and just barely missing it at 20 mph. (FYI, that feels fast on a bike). I remember getting a flat on a particular road and hitting the ground. And too often, I remember cars that drive too close or fail to yield at an intersection – realizing that right or wrong, I lose every interaction with a car or train. So, yes, you might have confidence in you, your products, and your ability to sell them, but here are a few moments of sales doubt: Doubt on a sales call: Are they ready for me to ask a closing question? Did I get enough information to make a good product recommendation? Am I being too pushy? Nobody likes a pushy salesperson. If I do, they may never let me back on the farm again. Click below to listen in as we help you embrace your moments of doubt!

June 17, 20267 min

How to build your sales empire – PODCAST

Do the Sales Two-Step to get there Anyone can build their sales territory into a great empire of profitability for themselves, their company, and their customers. In my early days of sales, I sometimes needed to repeat the mantra, “Build the empire one step at a time” or simply, Build it”. Starting out in sales can seem an impossible journey. You see accomplished veteran salespeople in your company who seem to have it all: big sales numbers, customers who love them, and they look like they are not even working hard. You, on the other hand, have none of those……. yet . That “ yet ” is a very important qualifier. Step one is to start. Get started today. Start with the smallest step possible. Make it as easy to get started as you can. Click below to listen in and learn how to get started and stay on track to your ultimate sales objective.

June 4, 20266 min

Prospecting Perspectives – Podcast

How to go from Warm Selling to Cold Calling For too many salespeople, there is a constant struggle that goes on in their mind. That struggle is between spending their time in the rewarding world of warm selling versus the unknown world of cold calling/prospecting. Warm selling means meeting customers who are happy to see us and want our help. Cold calling is rolling up on a farm and meeting someone who is busy and doesn’t want another salesperson calling on them. Listen in as we go over five perspectives on prospecting to help you jump into the cold calling unknown

May 28, 20267 min

The 5 GPS questions you need to ask every prospect – PODCAST

to help navigate your sales process When calling on a prospect, most salespeople make one small error. They know exactly what they want to accomplish on that sales call. It usually includes introducing themselves to the prospect, telling them about their company, and the products they sell. While there is nothing wrong with that sales call strategy, there is one missing piece of information. It’s like going on a road trip and setting your GPS for the destination Your GPS needs to know where to start. It needs to know your location to give you an accurate and most efficient route to your destination. A sales call on a prospect is no different. We want to take this prospect on a sales journey from the products they are currently buying to our products (sales destination). The mistake most salespeople make is not establishing where they are. I emphasize “ they ” because a sales call is the prospect’s journey, not ours. We’re just the tour guide. Listen in as we cover the 5 GPS-style questions to uncover where your prospect is in their decision-making on your products!

May 20, 202611 min

Own your sales presentation – Podcast

How to deliver a believable and convincing presentation Before you deliver any sales presentation, you need to own it first. And by own it, I mean make it yours. When we deliver a sales presentation to a customer, we want them to believe it and be convinced to take action after we are done. Usually, that action is to buy from us. To believe, customers must see that you believe in both the presentation and the data. Otherwise, your customers(audience) will not trust your presentation. If they don’t trust your presentation, then they won’t believe it. This frequently happens when we present someone else’s presentation. Often, we receive a PowerPoint presentation from our marketing department or one of our vendors. Click below to listen in as we cover a few ways for you to own every presentation you give!

May 14, 20268 min

Selling in today’s volatile Ag economy – Podcast

How to navigate the risks and opportunities when selling to farmers and Ag buyers Volatility is great for Ag salespeople, If they recognize the opportunity. If they can sort through the noise. Volatility is bad for Ag salespeople, If they fail to recognize the risk. If they ignore it and don’t get in front of it. As salespeople, we love selling into a booming market. However, in 35 years in agribusiness, there may have been maybe six years of this type of booming Ag economy. The rest of those years, I would consider to be “volatile”. Odds are high that you will spend the majority of your agribusiness career selling to customers who are having difficult times. That’s why you need to look at volatility through a different lens than your customers and, more importantly, differently than your competition. Listen in as we discuss how you can learn to look at volatility differently and become more effective for your customers.

May 5, 20268 min

Study Your Competition – PODCAST

No salesperson or company is too good to ignore competition To sell into a crowded market, you must study your competition. All competition. Even those competitors who seem too distant to ever become a real threat. In sales training sessions, I promote the idea that both a company and each individual salesperson must keep an eye on their competition. Most agree, but once in a while, this concept touches a nerve. There is normally one or more people in the workshop who disagree. They claim that they just go out and do their best to serve customers and let the customer decide who to buy from. And maybe they are right. Maybe that’s good enough for their sales goals. However, the problem with this thought process is that it’s thinking like a salesperson and not like their customer. Listen in to gain insight into how and why each salesperson needs to study their competition!

April 30, 20267 min

Stop over-sharing your farming experience – PODCAST

Recently, in a sales training workshop, we were working on a cold call/prospecting role play. Walking around and listening to the salespeople’s intro/rapport-building discussions, I kept hearing a similar comment from them. In almost every role-play group, the person in the farmer role would complain about the weather, Ag politics, or profitability. The salesperson would reply with , “I know what you mean” or something similar. It made me wonder. How do they “know what the producer means?” Do they really know, or is that just their quick way to connect with the farmer? Their response did not seem genuine or confident to me. In other words, they didn’t seem old enough or experienced enough to really know what the farmer was actually going through. Listen in as we discuss how oversharing your farm experience may actually be a negative or neutral rapport-building discussion