The Rural Sales Show

David Thomson left school at 16 with no qualifications, worked in a boot factory for £130 a week, and joined the army because there was nothing else. By the time he was done, he was the #1 financial advisor in the UK - doing 7 mortgages a week while others struggled to do that in a month. In this episode of Rural Sales Success, David breaks down the exact system behind elite sales performance - the stuff they never teach you. We cover: → Why growth mindset is bulls**t (and what actually works) → The hidden curriculum behind every top salesperson → His dead-simple referral system that put his business on steroids → The PIGGY model - the future pacing tool that closes deals → Why you can't get transformation from information alone → How to use your daily commute as a secret weapon Whether you're driving between farms or building a sales team from scratch - this episode will change how you think about selling. Rural Sales Success is New Zealand's podcast for rural sales professionals who want to think bigger, sell smarter, and build something worth having. Subscribe so you never miss an episode. Connect with David on ⁠LinkedIn: https://www.linkedin.com/in/david-thomson-suada/ Know more about what he does ⁠here: https://www.suada.com/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

What does elite sales performance actually look like - and why are most teams nowhere near it? This week St John sits down with Gabe Lullo, CEO of Alleyoop - the company behind 11 million cold calls a year for billion-dollar brands like Adobe and ZoomInfo. Gabe doesn't hold back. He breaks down exactly why most sales teams fail before they even make a call, why he fired his best performer, and what AI is actually going to do to the sales industry - and it's not what most people think. If you're a rural sales manager, a business owner, or anyone who leads a sales team - this one will make you rethink everything. 00:00 Trailer 00:43 Introduction - Who is Gabe Lullo? 03:28 What great onboarding actually looks like 08:30 Harder to get in than Harvard - Gabe's hiring standard 19:13 AI in sales - enhancer or threat? 23:10 Is cold calling really dead? 30:02 Why Gabe fired his best performer 36:05 The one question that ends interviews 45:06 The four A's every sales manager needs to know 50:05 Where to find Gabe Lullo Connect with Gabe: https://www.linkedin.com/in/lullo/ Know more about what he does here: hhtps://alleyoop.io/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

+++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

Great sales results aren’t accidental — they’re built on mindset, persistence, and trust. In this episode of The Rural Sales Show, St John Craner sits down with Tony Meredith to unpack the fundamentals of effective sales training, leadership, and long-term performance. Tony shares hard-earned insights on what separates average salespeople from exceptional ones — from handling objections with confidence to differentiating yourself in a crowded, competitive market. Together, they explore why mindset underpins everything in sales, and how trust remains the most powerful currency in any customer relationship. The conversation also dives into leadership: how managers can coach better, manage their time more effectively, and build resilient, self-aware teams that don’t rely on constant direction. You’ll learn: - Why mindset and persistence drive consistent sales success - How to overcome objections without becoming defensive - What truly differentiates top salespeople in competitive markets - The essential traits every high-performing rep must develop - How sales leaders can coach more effectively (and manage their time better) - Why self-coaching and resilience are non-negotiable in modern sales - The importance of continuous learning in staying relevant - How AI can enhance sales effectiveness without replacing human connection Tony and St John unpack the discipline behind performance, the leadership habits that build strong teams, and the practical tools that help sales professionals stay sharp in an evolving marketplace. 🎧 Listen now to discover how strengthening your mindset, sharpening your skills, and leading with clarity can elevate both your sales results and your team’s performance. 📌 Resources: - Learn more about Tony Meredith’s work ⁠here⁠: https://tonymeredithcoaching.com.au/ - Connect with Tony Meredith on ⁠LinkedIn: https://www.linkedin.com/in/tony-meredith-coach/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

Great selling isn’t about pushing product — it’s about reframing conversations, building trust, and creating real value. In this episode of The Rural Sales Show, St John Craner sits down with Tony Hughes, one of the most respected voices in modern sales, to unpack what selling looks like in a world being reshaped by technology, changing buyer expectations, and AI. With decades of experience at the sharp end of sales and sales leadership, Tony shares why the best salespeople focus less on what they sell and more on how they help customers think differently. Together, they explore the power of reframing conversations, earning trust, and understanding what genuinely matters to buyers — not just what’s on the product sheet. This conversation also tackles the evolving role of sales managers and why continuous learning is no longer optional for anyone serious about staying relevant. You’ll learn: - Why value creation matters more than product knowledge - How reframing conversations changes buying outcomes - The role trust plays in modern, consultative selling - How AI is influencing the future of sales — and where humans still win - Why great sales managers are critical to team performance - The importance of continuous learning in a fast-changing market - How to adapt your sales approach without losing authenticity - What high-performing sales professionals do differently today Tony and St John unpack what it really takes to sell effectively in today’s environment — blending timeless sales fundamentals with modern thinking on technology, leadership, and customer-centric selling. 🎧 Listen now to discover how reframing your sales conversations, sharpening your thinking, and embracing change can help you sell smarter — now and into the future. 📌 Resources: - Learn more about Tony Hughes' ⁠works: https://www.tonyhughes.com.au/⁠  - Check out his book ⁠Sentient⁠: https://www.sentientbook.com/ - Connect with Tony Hughes on ⁠LinkedIn⁠: https://linkedin.com/in/hughestony

Confidence isn’t something you’re born with — it’s something you build through awareness, communication, and what you tell yourself every day. In this episode of The Rural Sales Show, St John Craner sits down with Anthony Laye, a mentalist, behavioural expert, and keynote speaker, to explore how understanding human behaviour can dramatically improve the way you lead, sell, and show up. Anthony shares his unexpected journey from running a carpentry business in the UK to becoming a sought-after speaker in Australia, unpacking the behavioural principles that sit behind confidence, influence, and trust. Together, they dive into the power of self-talk, the importance of creating psychological safety, and how body language and presence shape every interaction — often before a word is spoken. This conversation is a deep look at the human side of performance, communication, and personal growth. You’ll learn: - Why confidence is built through awareness, not personality - How self-talk shapes performance, belief, and behaviour - The role trust and safety play in effective communication - Why body language often matters more than words - How to deliver messages clearly without creating resistance - The importance of presence and how you show up for others - How greater self-awareness leads to lasting personal change - Simple shifts that build confidence and credibility in any interaction Anthony and St John unpack the psychology behind influence, the mechanics of communication, and the subtle behaviours that separate those who connect easily from those who struggle to be heard — insights that apply whether you’re leading teams, selling in rural markets, or working on your own confidence. 🎧 Listen now to discover how mastering your internal dialogue and external communication can transform the way others respond to you — and the way you see yourself 📌 Resources: - Learn more about Anthony Laye’s work: ⁠https://www.anthonylaye.com⁠ - Connect with Anthony Laye on ⁠LinkedIn⁠: https://www.linkedin.com/in/anthonylaye/ - Connect with Anthony Laye on ⁠Instagram⁠: https://www.instagram.com/anthonylayespeaks/

Growth doesn’t happen by accident — it’s built through standards, action, and the willingness to reflect honestly. In this episode of The Rural Sales Show, St John Craner takes time to reflect on the past year, sharing the lessons, challenges, and insights that shaped his thinking on leadership, performance, and progress. From team dynamics and setting high standards to the growing role of AI in business, St John unpacks what he’s learned about doing the work that actually moves the needle. He talks candidly about the importance of routines, discipline, and making decisions — even when it’s uncomfortable — as essential ingredients for long-term success. This is a conversation about ownership, momentum, and choosing to lead yourself first as we look ahead to what’s coming next. You’ll learn: - Why personal growth starts with honest reflection - How strong team dynamics are built through clarity and standards - The role routines play in sustaining high performance - Why action beats intention every time - How AI can be practically integrated into business, not feared - What commitment really looks like when results matter - Why waiting for the “right time” is the fastest way to stall progress - How to position yourself for growth heading into 2026 St John challenges listeners to raise their standards, take responsibility for their development, and be proactive — not passive — about where they’re heading professionally and personally. 🎧 Listen now to reflect, reset, and recommit to the habits and decisions that will shape your success in the year ahead. +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

Culture isn’t something you copy — it’s something you create. In this episode of The Rural Sales Show, St John Craner sits down with Conrad Smith, former All Black and renowned leader, to explore what it really takes to build a team culture that lasts. Drawing on his experience inside one of the most successful sporting teams on the planet, Conrad shares why authenticity matters more than imitation — and why the strongest cultures are those built deliberately, thoughtfully, and uniquely from the inside out. Instead of replicating what other teams do, the All Blacks invested in what genuinely aligned with their identity, values, and purpose. This is a conversation about clarity, ownership, and choosing carefully where you put your energy — lessons that extend far beyond the rugby field into business, leadership, and life. You’ll learn: ⦁ Why great cultures aren’t copied — they’re crafted ⦁ How authenticity creates alignment, buy-in, and pride ⦁ Why teams must invest in what truly adds meaning and value ⦁ How the All Blacks chose rituals and practices that reflected who they really were ⦁ The leadership principles behind building a high-performing environment ⦁ Why clarity of identity is foundational to sustainable success ⦁ How teams can strengthen culture by owning their story and direction Conrad and St John unpack what separates world-class teams from the rest — the intentionality, humility, and identity that shape how people show up and perform, whether on the field or in the workplace. 🎧Listen now to discover how authenticity, clarity, and cultural ownership can transform the way your team works together and what they believe they can achieve. 📌Resources: ⦁ Learn more about Conrad here: https://stats.allblacks.com/all-players/profile/Conrad-Smith-AB-1044 ⦁ Connect with Conrad Smith on LinkedIn: https://www.linkedin.com/in/conrad-smith-726932142/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

Leadership isn’t about doing more — it’s about leading better. In this episode of The Rural Sales Show, St John Craner sits down with Jess Weiss, a leadership coach and organisational culture specialist, for a powerful conversation on what truly drives engagement, performance, and sustainable success inside teams. Together, they unpack the rising issue of employee and manager disengagement — the silent cost to businesses everywhere — and explore how coaching, accountability, and clarity can transform how teams show up and perform. Jess shares her insights on how better conversations, smarter delegation, and stronger cultures create the conditions for people to thrive, not just survive. They also dig into the importance of energy management over time management, a shift every modern leader needs to make to prevent burnout and maintain high performance for the long haul. You’ll learn: ⦁ Why disengagement is one of the most expensive problems in any business ⦁ How manager disengagement creates ripple effects across entire teams ⦁ The role coaching plays in lifting performance and improving culture ⦁ How to master difficult conversations with confidence and clarity ⦁ Why effective delegation increases ownership and empowers your people ⦁ The power of vulnerability, curiosity, and continuous improvement in leadership ⦁ Why energy management — not time management — is the key to sustainable success ⦁ How to create a culture where accountability is expected, not avoided Jess and St John dig deep into what it really takes to build teams that care, leaders who coach, and cultures that consistently deliver — lessons that apply whether you're leading a rural sales team, a growing business, or a busy organisation. 🎧 Listen now to discover how better leadership habits can transform engagement, performance, and the wellbeing of both you and your team. 📌 Resources: ⦁ Learn more about Human Tribe: https://humantribe.com.au/ ⦁ Connect with Jess Weiss on LinkedIn: https://www.linkedin.com/in/weiss-jessica/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

Understanding people isn’t a soft skill — it’s a sales skill. In this episode of The Rural Sales Show, St John Craner sits down with Melina Palmer, an applied behavioral economist who has made it her mission to bring real-world behavioral science into everyday business and sales conversations. Together, they explore Melina’s unexpected journey into behavioral economics and the powerful lessons it holds for anyone in sales, leadership, or customer-facing roles. From decision-making shortcuts to pricing psychology, Melina reveals why people do what they do — and how small tweaks in language and approach can shift the entire outcome of a conversation. This is a masterclass in understanding human behavior, delivered in plain English, with practical applications for anyone selling in rural markets. You’ll learn: - Why behavioral economics matters more than ever in sales - The key heuristics and biases that shape customer decisions - How language influences trust, clarity, and conversion - Simple pricing strategies grounded in behavioral science - How to ask better questions to create better conversations - Why being thoughtful and intentional changes buying behavior - How understanding human psychology leads to stronger relationships and improved outcomes Melina and St John unpack the hidden forces behind everyday decisions, the science of influence, and how small behavioral cues can lead to big improvements in your sales results — whether you’re talking to farmers, teams, or customers. 🎧 Listen now to discover how behavioral economics can help you sell smarter, communicate clearer, and build stronger relationships in business and life. 📌 Resources: - Melina’s ⁠The Brainy Business⁠: https://thebrainybusiness.com/ - Learn more about her books: ⁠https://thebrainybusiness.com/books/⁠ - What Your Customer Wants and Can’t Tell You: ⁠https://thebrainybusiness.com/what-your-customer-wants/⁠ - What Your Employees Need and Can’t Tell You: ⁠https://thebrainybusiness.com/what-your-employees-need/⁠ - The Truth About Pricing: ⁠https://thebrainybusiness.com/the-truth-about-pricing/⁠ - Connect with Melina on ⁠LinkedIn: https://www.linkedin.com/in/melina-palmer-36ab8712/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

Sales success in rural markets isn’t about product — it’s about people, leadership, and knowing your patch inside out. In this episode of The Rural Sales Show, St John Craner sits down with Trevor Dennis, Managing Director of Haifa Australia, for a grounded and insightful conversation on what’s really shaping rural sales performance today. Together, they explore the fundamentals of great selling and great leadership — from mentoring and mindset to recruitment, relationships, and reading market dynamics. Trevor shares his journey through agribusiness and sales management, revealing why the best reps still win on trust, curiosity, and genuine customer connection. You’ll learn: - Why sales managers who coach — not just direct — build better-performing teams. - How self-awareness and honest feedback shape long-term sales success. - What to look for when recruiting rural sales talent (and what to avoid). - Why time in the market still beats time behind a desk. - How to build deeper customer relationships that last beyond the transaction. - Why people-first selling outperforms product-first selling every time Trevor and St John unpack the realities of rural sales, the power of mentoring, and the human side of leading teams in today’s competitive agribusiness landscape — lessons that matter whether you’re managing a territory or developing a national team. 🎧 Listen now to learn how investing in your people, your coaching, and your customer relationships can transform the way you lead and sell. 📌 Resources: - Learn more about ⁠Haifa Australia⁠: https://www.haifa-group.com/haifa-australia⁠ - Connect with Trevor Dennis on ⁠LinkedIn: https://www.linkedin.com/in/trevor-dennis-310965/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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: - Learn more about Yvonne Hilsz: ⁠https://yvonnehilsz.com/ - ⁠Connect with Yvonne on ⁠LinkedIn⁠: https://www.linkedin.com/in/yvonnehilsz/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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: - Books by Blair Enns: **The Win Without Pitching Manifesto: https://www.winwithoutpitching.com/book/the-win-without-pitching-manifesto/ **Pricing Creativity: https://www.winwithoutpitching.com/book/pricing-creativity/ **The Four Conversations: https://www.winwithoutpitching.com/book/the-four-conversations-a-new-model-for-selling-expertise/ - 2Bobs Podcast with David C. Baker and Blair Enns: https://2bobs.com/ - Learn more at winwithoutpitching.com - Connect with Blair on LinkedIn: https://www.linkedin.com/in/blairenns +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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 from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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: - Learn more about ⁠Pipeliner CRM⁠: https://www.pipelinersales.com/ - John Golden’s podcast: ⁠SalesPOP!: ⁠https://salespop.net/ 🎧 Listen now to discover how to make CRM work for your sales team, not against it. +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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 from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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 from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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: https://www.linkedin.com/in/stevenbenson To know more about his product Badger Maps go to https://www.badgermapping.com/ Also, make sure you follow his podcast: Outside Sales Talk: https://www.outsidesalestalk.com/ Apple: https://podcasts.apple.com/us/podcast/outside-sales-talk/id1378407033 +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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: https://www.linkedin.com/in/davebrock/ Also, get his book "Sales Manager Survival Guide" on ⁠Amazon⁠ to help you become a great sales manager: https://www.amazon.com/dp/0997560207/ +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

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: ⁠Apple: https://podcasts.apple.com/us/podcast/ben-thinking/id1554962040 ⁠Spotify: https://open.spotify.com/show/2ZQogfWNj6ip5v3W5d87WG +++ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: 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/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz