Selling in the Paddock

Welcome back team to another episode of Selling in the Paddock!Today I’m joined by Ben Van Delden — founder of Delco AgriFood, co-founder of We Three AI, and a key partner in the Australian AgriFood System Alliance.If you’re picturing a simple job title, think again. Ben’s world crosses oysters, circularity, AI, livestock, climate strategy and big-picture system change in Australian agriculture and beyond.And yes, we recorded this rugged up on the first day of Melbourne summer. Of course we did.​Ben’s childhood in New Zealand’s Bay of Plenty​Canoeing to school and working on his parents’ oyster farms​Early lessons in labour, risk and why he chose to pair agriculture with a business degreeBen breaks circularity down in practical language:​Using resources for as long as possible within a system​Moving from “waste” to “value” in horticulture, livestock and processing​Real-world examples:◦Hail-damaged crops and second/third pathways◦Nutra V and broccoli powder◦Dairy by-products turned into new value streams◦Using organic waste for energy and methane reductionWe dig into how We Three AI is building a kind of “virtual vet”:​Using cameras and computer vision to:◦Count cattle more accurately◦Flag human–animal interactions and potential safety issues◦Detect health issues, lameness and shy feeders earlier​Reducing wasted feed and unnecessary antibiotics​Helping animals reach target weights faster, with better welfare and lower emissionsBen shares insights from his time in places like Denmark:​Why strong social systems can fuel innovation​How Denmark’s people voted for a 70% emissions reduction target​Alignment between government, research and industry​Carlsberg’s water reduction goals and what that means for Australian barley growersWe explore the work of the Australian AgriFood System Alliance:​Bringing commodity groups, processors, retailers, finance and others into one system view​Designing structures and strategies that sit above individual sectors and states​Why climate, circularity and food security can’t be solved in silos​The big challenge: shifting behaviour in an industry built on fragmentation and competitionThis is where it lands for leaders, sales teams, and anyone working in ag:​Why behaviours are so deeply ingrained and hard to shift​The role of vulnerability and mission in changing how we work​The importance of picking issues big enough that no-one can solve them aloneBen also shares a powerful piece of advice from Barry Irvin (Bega Cheese / Regional Circularity Cooperative):Share your problems widely – even with competitors. Human nature makes it very hard for people not to help you solve them.Gold.​Coffee order: Almond flat white (long black at home)​Music: Bruce Springsteen – Should I Fall Behind (his wedding song)​Watching: American Primeval​Reading/Gaming: More systems and strategy than Netflix, but that series has him hookedIn the show notes I’ll link to:​Delco AgriFood​We Three AI​Australian AgriFood System Alliance​Ben Van den Delden on LinkedIn🔍 In This Episode We Cover🌊 1. Growing up on an island & canoeing to school♻️ 2. What the circular economy actually looks like in ag🤖 3. We Three AI – computer vision for cattle and welfare🇩🇰 4. Lessons from Denmark, the Nordics and global leaders🇦🇺 5. The Australian AgriFood System Alliance🧠 6. Behaviour change, trust and sharing the hard stuff☕ Rapid Fire – Get to Know Ben🔗 Connect with Ben

In this episode of Selling in the Paddock, Georgia sits down with Steve Fuller, Director of Buzz and Growth at BeeStar – and a man who’s spent more than 40 years working with bees.Georgia admits she’s completely obsessed with bees, and Steve does not disappoint. He takes us inside the hive, explaining how colonies really work, why bees are so critical to Australian agriculture, and how technology like remote hive monitoring is changing the way beekeepers and growers work together.From almonds and blueberries to canola, clover and seed crops, Steve breaks down how managed pollination can dramatically lift yield and tighten the agricultural footprint – and why trust and communication between beekeeper and grower is non-negotiable.Along the way, Georgia and Steve explore what human teams can learn from bee colonies: shared purpose, calm leadership, and treating others how you’d like to be treated… just maybe without ripping anyone’s head off.From sawmilling to beekeepingHow Steve went from a sawmill job to beekeeping after his brother “found a great job” – and why he still isn’t sick of bees after four decades.How a hive really worksThe roles of workers, drones and the queen, how queens mate and lay up to seven million bees’ worth of eggs, and why everything in the hive is done for the good of the colony.Pollination and yield – why bees matterHow managed bees support crops like blueberries, raspberries, blackberries, macadamias, almonds, stone fruit, citrus, melons, pumpkins, canola seed, lucerne and clover – and why bringing in bees can boost yield by 10–48%.Monocropping, genetics and “missing” pollinatorsWhat happens when large monocrops push out natural pollinators, how modern varieties can unintentionally lose nectar or pollen, and why that changes what we see – and don’t see – in the paddock.Bees vs other pollinatorsWhere bees fit alongside flies, moths, bats, birds and wind, and why managed hives are such a powerful, controllable tool for growers.B Star and remote hive monitoringHow B Star uses in-hive sensors to track temperature and humidity, feeding data to an app that shows hive health using a simple traffic-light system – and how this helps both beekeepers and growers know if hives are truly working.Working with growers (and preventing bee carnage)Why spray timing and honest conversations matter, what happens when bees can work under a full moon, and how mis-timed spraying can undo months of work.Leadership and culture lessons from the hiveWhat Steve’s learned about calm energy, respect and reciprocity: treat bees (and people) how you’d like to be treated, don’t barge into their “house” and take everything, and know when to walk away on a bad day.Rapid fire with SteveHow he winds down (hint: 2,500+ bee books…), why he still finds bees endlessly fascinating, and the mindset he takes into every hive.

In this episode of Selling in the Paddock, Georgia sits down with Andrew Kelly, Executive Director of BioPacific Partners, to unpack a career that’s anything but linear – from veterinary science and epidemiology through to leading research institutes, venture capital, and now guiding global corporates through the innovation landscape in food, ag and health.Andrew shares how growing up in rural Victoria and choosing vet science with “farm animals in mind” led him into regional disease control, research leadership and eventually across the ditch to New Zealand, where he saw first-hand how a more commercial, customer-focused approach to publicly funded R&D could get good ideas out of the lab and into the paddock faster.Together, Georgia and Andrew explore what really builds trust between innovators, researchers, corporates and farmers – and why prep (in capital letters, three times over), empathy and genuine curiosity still beat any slick sales script.From rural Victoria to global life sciencesHow a kid from a small country town became a vet, then an epidemiologist, then a leader of major research institutes and finally a venture capitalist and adviser to global giants.Why Andrew chose New Zealand over Australia (at the time)What he saw in NZ’s “corporatised” R&D system that Australia hadn’t yet nailed – and how thinking globally is baked into New Zealand ag because the domestic market is simply too small.When research actually meets the customerThe difference between chasing revenue vs chasing profit and impact, and why “we’re doing good for people” isn’t enough if real customers aren’t lining up to buy.Inside BioPacific PartnersWhy Andrew describes his work as a consultancy in life sciences – spanning food, ag and health – and how his team helps both global corporates and local innovators navigate the Australia–NZ region.Trust, relationships and the limits of ZoomWhy remote communication can’t fully replace being in the room, and how cups of tea, idle time and noticing the “whole person” help build genuine trust across cultures and continents.Lessons from Māori culture on connectionHow starting with “who am I and where have I come from” changes the tone of a meeting, and what Western business can learn from relationship-first approaches to doing deals.Prep, empathy and selling complex ideasWhy Andrew puts huge emphasis on preparation – researching people, their history and their deals – to fast-track rapport, and how empathy and compassion sit at the heart of selling complicated, unfamiliar ideas.Working with senior decision makersUnderstanding the pressure they’re under, why you only get one short window to show you can genuinely help, and the power of knowing the three people they’ll ask about you before they say yes.Follow-up, nurturing and long-term businessHow five-year-old clients end up coming back because of small, thoughtful touches – sharing relevant articles, checking in, and treating relationships as compounding trust, not one-off transactions.Quick-fire: coffee, music and NetflixAndrew’s coffee order, his current dive back into ’90s “angry white man” rock courtesy of his kids, and why he’s hooked on The Diplomat.In this episode, we cover:

Welcome back team to another episode of Selling in the Paddock.Today I’m joined by Michael Young, an agro-economist with Farm Optimization Group, beaming in all the way from Western Australia. Michael grew up on a mixed farm in the south-west, took a detour towards engineering, and eventually found his way back to agriculture through a simple but powerful question:“Why are farmers doing what they’re doing – and could they do it better?”In this conversation, we dig into the world of farm systems modelling, profit, risk and decision-making in real farm businesses.We unpack:🌾 Michael’s journey from farm kid to agro-economist and why he turned away from engineering🧠 Why farmers make such different decisions with the same conditions (e.g. one goes all-in on wheat, the neighbour won’t touch it)🖥️ What the Australian Farm Optimiser (AFO) model actually does – and how it helps test ideas on a computer before risking five years and big dollars in the paddock🌦️ Farming under uncertainty – using modelling to adjust stocking rates, rotations and tactics when the season starts good… or turns bad💰 Profit, risk and greenhouse gases – what happens when we start overlaying emissions on top of farm profitability🧮 The real complexity behind “simple” questions like “What stocking rate should I run?”🤝 Working with grower groups, government and researchers to crunch numbers and turn trial results into practical, on-farm decisions🛠️ How Michael and his partner used the model on their own 100ha block to decide how much to crop, how much to keep in pasture, and how many sheep to run🤖 Where AI fits now (coding support, machine learning on trial data) and where Michael thinks it might go in future for farm decisionsWe also get to know Michael a bit more in the rapid fire:☕ Hot chocolate over coffee🎧 Red Hot Chili Peppers on repeat after reading Scar Tissue🚜 Evenings spent farming rather than binging NetflixIf you’ve ever wondered how to put better numbers behind your gut feel, or how economists actually turn trial results into real-world decisions on mixed farms, this episode will give you a clear, practical window into that world.

Welcome back team to another episode of Selling in the Paddock.Today I’m joined by the brilliant and refreshingly down-to-earth Dr Aurelie Quade, founder of Soil Resilience — a scientist who has built her career on helping farmers understand soil health without the complicated jargon.Originally from France and now 19 years deep into Australian agriculture, Orélie blends plant pathology, soil science and human behaviour to help farmers make practical, profitable changes on-farm. And yes… we even talk about changing nappies — and how that unexpectedly became the perfect analogy for explaining the difference between sounding clever and actually getting the job done.In this episode, we unpack:🌱 Why soil health is more than a product list — and why most farms still don’t have a real plan🌱 The shift from “fighting nature” to “working with it” in modern agriculture🌱 The chaos of this new era in ag… and why it’s a good sign🌱 Translating complex science into everyday farm language (without dumbing anything down)🌱 Why resilience matters more than perfection — for soil and for people🌱 Authenticity, strengths, and building a career that fits your natural wiring🌱 Orélie’s journey from plant pathology to whole-farm diagnostics🌱 Her rapid-fire favourites: coffee, music, knitting, and raising three kidsThis conversation covers science, psychology, language, leadership, parenting, and the future of farming — all through the lens of someone who truly understands how to connect knowledge with real-world change.A powerful, practical, heart-warming chat.You’re going to love this one.

In this episode of Selling in the Paddock, Georgia sits down with Bonnie Jupp from Regen WA — a passionate advocate for regenerative agriculture and natural capital. Based in Perth but deeply connected to her farming roots in Northampton, WA, Bonnie shares her story of how a love of nature, a family legacy of mixed farming, and a drive to make a difference led her to a career at the intersection of environment and agriculture.Together, Georgia and Bonnie unpack:🌱 The evolving meaning of regenerative agriculture — and how it’s about improving, not polarising.🤝 Why listening and having “two ears and one mouth” might be the most underrated leadership skill in ag.🫖 The power of a simple cup of tea in building trust, collaboration, and community in the paddock.💰 The real-world funding and perception challenges in regen ag — and how WA farmers are leading change.📊 How measuring natural capital is helping verify the impact of sustainable practices.💬 Advice for emerging leaders on finding their voice, asking the “dumb” questions, and building genuine relationships.From storytelling and soil health to collaboration and curiosity, this conversation highlights what happens when passion meets purpose in Australian agriculture.🎧 Tune in to hear how Bonnie and the team at Regen WA are helping the industry move beyond buzzwords — one conversation (and one cuppa) at a time.#SellingInThePaddock #RegenerativeAg #LeadershipInAg #WomenInAg #RegenWA #AgricultureAustralia

In this episode of Selling in the Paddock, Georgia chats with Jeff Kleypas, agronomist and Regional Sales Manager with Advancing Eco Agriculture (AEA), joining us all the way from South Texas — just 30 miles from the Mexican border.Jeff shares how his journey from conventional agronomy to regenerative agriculture completely re-shaped the way he views farming, soil health, and human nutrition. From his early days driving tractors in the Texas Panhandle to now supporting growers across the United States and Europe, Jeff talks about what it really takes to lead change in an industry steeped in tradition.💬 In this conversation:What regenerative agronomy really means (and how it differs from organic farming)How to help conventional growers adopt new practices without force or fearThe role of trust, education, and storytelling in creating mindset shiftsHow nutrient-dense farming connects to human health and profitabilityWhy patience, thick skin, and timing matter in sales and communicationJeff also shares his personal passion for small-scale farming, his love of college football, and why he’s finally come around to drinking black coffee.This one’s a grounded, real-world conversation about change, curiosity, and the future of agriculture — from the paddock to the prairie.

In this episode of Selling in the Paddock, I’m joined by Dr Michael Lawrence, Program Manager of Animal Wellbeing at Meat & Livestock Australia (MLA).Michael’s journey spans continents and careers — from a hands-on cattle vet in rural Australia and the UK (where he was part of the national response to the Foot and Mouth outbreak) to leading MLA’s animal wellbeing research portfolio.We unpack:The balance between animal health, welfare, and biosecurity — and why they’re inseparable.The difference between discovery research and translational research, and how both shape the future of agriculture.What true animal wellbeing means, beyond compliance and into productivity, sustainability, and care.How communication and influence have evolved in the livestock industry — and what scientists, vets, and producers can all learn from each other.Why conflict and curiosity are vital ingredients for innovation and change.This conversation is honest, curious, and full of insights on bridging science, people, and purpose in Australian agriculture.📍 Listen now to learn how improving animal wellbeing drives better outcomes — for producers, animals, and the entire red meat industry.

Today we head west with Justin Haydock from West Coast Wool & Livestock. Justin breaks down how wool is classed (in plain English), why micron matters to price, what lice means for clips, and how transparency and follow-up win trust with sheep producers. We also dig into export realities (hello, China), the ebb and flow of supply, and why asking clients, “What do you expect from your broker?” has changed his results.Justin’s path: from ag school trainee to Melbourne auction rooms, then home to WA, buying into the business and mentoring younger reps.Wool 101 (made simple): micron = fibre diameter (fine vs broad); how classing lines work; staple strength, colour, tenderness, and what gets skirted out.Lice & loss-affected clips: practical treatment options (off-shears and long-wool) and how prevention protects value.Price & planning: setting expectations before shearing; using last year’s tests, season context and deciles to map a marketing plan.Relationship-first broking: be “next in line” without the hard sell; bring useful data if they want it—and leave it out if they don’t.Comms that actually land: when to phone vs text; group updates; personal calls for holders; documenting visits and always following up.Export reality check: most Australian wool is exported; China remains the dominant buyer, with structural reasons why.Industry change: why parts of wool are behind on tech, and the opportunity for younger brokers to lift traceability and grower portals.Ask this early: “What do you expect from your broker?” Clarifies success and avoids guessing.Match their style: analytics for the data-driven; straightforward summaries for the rest.Record → remind → follow up: every visit, every promise.Plan the sale window: agree triggers and options before the clip hits the floor.Treat early, protect value: factor lice/long-wool treatments against likely discounts.Justin Haydock — Wool & Livestock, West Coast Wool & Livestock (WA). Auctioneer, broker and mentor, passionate about data-led advice, sustainability and long-term client relationships.Coffee: strong long black.TV: dabbles in true-crime/series when kid-time allows.Want your team selling smarter (not louder)? Book Influential Sales or High-Performing Teams workshops tailored for ag. Links in the description.If you enjoyed this, please follow, rate and review Selling in the Paddock—and share it with a teammate who lives in the shearing shed or the sales ute.

In this episode of Selling in the Paddock, Georgia chats with Andrew Morgan, CEO/Director at SFM and co-founder of Hydrowood, about building trust in sales, innovating under pressure, and how forestry intersects with carbon markets. From uni-bar lessons in reading the room to raising capital for an underwater-forestry barge on Tasmania’s wild west coast, Andrew covers the grit, trade-offs and persistence behind genuinely sustainable businesses.From Bernie to boards: Andrew’s path through plant science, consulting and asset management to leading SFM (≈50,000 ha under management).Hydrowood’s origin story: salvaging standing timber from hydro lakes; designing a 145-tonne self-propelled barge; why the wood emerges sound after decades underwater.Carbon + forestry, explained: how ACCUs change plantation cashflow (revenue from years 3–15 vs. waiting ~30 years), and why demand for high-integrity credits matters.Relationship-first selling: playing the long game (coffee, no immediate ask), advising prospects to seek independent advice, and earning trust before “the ask”.Working with government: show up with ideas and information, not just requests—so when you do ask, they listen.Innovation & risk: testing nothing until launch day; building “option value” into assets to mitigate downside; being tenacious when the chorus says “it won’t work”.Trade-offs over perfection: balancing sustainability with practicality—there are no perfect solutions, only trade-offs.Career advice for emerging leaders: get a mentor, back yourself, and don’t fear course-corrections when the market points to a better path.Trust compounds: invest early in relationships without pitching; credibility makes the later sale faster.De-risk innovation: design exits/secondary uses for new assets (plan B, C).Cashflow matters: carbon revenue can bridge the long forestry cycle—model it conservatively.Lead with value: bring insight to policymakers and customers; be the person they’re glad to see.Optimise, don’t idealise: decide explicitly which trade-offs you’ll accept, then execute.ACCUs (Australian Carbon Credit Units) and the safeguard mechanism (context for demand).TV: House of the Dragon (Andrew said “House of Guinness” 😄), A Killer Paradox / new Netflix thrillers.Gaming: Battlefield 6 (Andrew’s wind-down).Andrew Morgan — CEO/Director, SFM; Co-founder, Hydrowood; forestry, carbon and nature-based solutions; based in Hobart, TAS.If this helped you think differently about sales, sustainability and innovation, please follow, rate and review Selling in the Paddock—and share it with a teammate.Ready to lift your team’s sales capability without the BS? Book Georgia for an Influential Sales workshop or High-Performing Teams program.

In this episode of Selling in the Paddock, Georgia sits down with New Zealander James Grafas to unpack how purpose-led governance and people-ownership are reshaping horticulture—especially in gold kiwifruit. James shares lessons from chairing boards across ag and tech, from large-scale orchard development to irrigation automation, and why clarity beats busyness every day of the week.From orchard summers to the boardroom: James’ path back to ag and why food, jobs and strong returns drew him home.How NZ’s kiwifruit model works: single-desk exports, demand growth and the real constraints (land and capital).The economics of development: why licences and capex now top $1m/ha—and how the returns stack up.Labour that lasts: hiring for preferences (outdoors, hands-on) and team fit over quick CV wins.People-ownership in practice: inviting staff to co-invest, creating genuine buy-in and retention.Purpose that performs: giving to community and paying top-quartile wages while delivering shareholder returns—no waste, no trade-offs.Eliminating waste through clarity: structure first (e.g., Business Excellence, Community leads), then continuous improvement.Governance that serves people and planet: risk appetite (debt, biosecurity, climate), opportunity scanning, and when boards should “overreach” on culture.Abundance vs scarcity in sales and growth: why generous businesses think bigger and execute better.Leading yourself: journalling, evaluated experience, OKRs, and helping your team win the week.Hire for fit (preferences + values) and train for skill.Offer ownership pathways to lift engagement and retention.Make purpose operational: assign clear owners; measure impact as hard as EBIT.Set risk guardrails (especially around debt); pause projects when conditions change.Create clarity at every level: 3–5 outcomes per quarter with clear success measures.Reflect, don’t just grind: “Only evaluated experience makes you wiser.”The Infinite Game — Simon SinekWinners Take All — Anand GiridharadasGreenlights — Matthew McConaugheyShows: The Morning Show, Slow Horses, The DiplomatJames Grafas — Chair across ag and automation companies in the Bay of Plenty, New Zealand; governance adviser and community-builder.If this episode helped you think differently about leadership in ag, please follow, rate and review the show.Share it with a sales leader or grower who values purpose-driven performance.Keen to sharpen your team’s sales and communication under real paddock conditions? Book Georgia for an Influential Sales workshop or high-performing teams coaching:

Welcome back to another episode of Selling in the Paddock!Today, I’m joined by Celia Leverton, Chair of the Regenerative Agriculture Network, whose passion for sustainable farming and behaviour change is transforming the conversation around agriculture in Australia.Celia shares her remarkable journey — from a young wool classer and ABC journalist to a farmer, permaculture advocate, and leader in regenerative agriculture. Through decades on the land, she’s seen firsthand what happens when we work with nature, not against it.In this episode, we dive into:🌱 The evolution of regenerative agriculture — and how local, grassroots action in Tasmania has grown into a national network.🐄 Behaviour change and curiosity — why curiosity might be the real key to sustainable change on farms.💧 Practical examples of transformation — from water infiltration breakthroughs to “safe-to-fail” trials that build confidence in trying new systems.💬 Leadership and resilience — what Celia’s learned from decades in farming, parenting, and running a not-for-profit, and why owning your mistakes builds stronger relationships.🤝 Community and collaboration — how connecting farmers, educators, and policymakers is creating meaningful, lasting change.Celia also opens up about burnout, perseverance, and the importance of leading with curiosity, humility, and evidence. Her story is raw, real, and incredibly inspiring for anyone passionate about the land and its people.🔗 Connect with Celia & Learn More:​Regenerative Agriculture Network​Celia Leviton on LinkedIn

In this episode of Selling in the Paddock, Georgia crosses the Pacific (via LinkedIn!) to chat with fourth-generation Californian farmer and director of farming, Jason Gianelli, based in Bakersfield in the Central Valley—America’s “bread basket.” Jason oversees ~30,000 acres across multiple ranches supplying dairies with feed crops, and sits on several water and ag-tech boards, including the Water Blueprint for the San Joaquin Valley.We dig into what it actually takes to keep a large family-run operation moving 365 days a year—managing silage harvests, water coming off dairies, shifting priorities when pumps fail or cattle get out—and how sales reps can genuinely serve growers without overpromising or preaching.Water reality in California: Allocations, groundwater regulation (SGMA), and why “flood” irrigation isn’t the villain many assume—it’s also groundwater recharge.Yield first, always: Why Jason budgets to hit yield, not chase price, and how that mindset shapes purchasing and risk.Tech that earns its keep: The ROI behind adopting speed-till discs (doubling daily acres with lower fuel burn), and a practical lens for sorting helpful tech from hype.Biologicals with proof: Two years of on-farm trials before buying; better nutrient uptake and heat-stress resilience beat glossy claims every time.How to sell to farmers (without getting bounced): Don’t overpromise, don’t blame the grower, and don’t “tell them how to farm.” Bring ranges, run trials, report honestly.Leading 25 people across multiple ranches: Fist bumps, clear feedback, and explaining the why to lift performance and trust.Sustainability without the spin: “If I’m still in business, I’m sustainable.” Profit funds progress—then we can talk systems change.Next-gen skills: Where ag-tech is going (autonomy, GPS, irrigation automation) and the training ecosystems needed so labour can keep pace.“You don’t work in hours—you work in acres.”“Under-promise, prove it in the paddock, then scale.”“Once you get the small things right, the big things take care of themselves.”Sales reps, agronomists, and ag-tech founders wanting a clear, no-bullshit view of what resonates with large mixed operations—and how to build trust that leads to adoption.Connect with Jason Giannelli on LinkedIn: (link in comments/show notes)Water Blueprint for the San Joaquin ValleyCalifornia SGMA (groundwater regulation)UC/extension-led ag-tech training initiativesIf you’re an ag rep or manager, share this with your team and pick one idea to trial this month—then tell us how it went. And if you’re new here, follow Selling in the Paddock and leave a rating so more people in ag find the show.

In this episode of Selling in the Paddock, Georgia sits down with Mark Rizkalla, negotiation consultant at Scotwork Australia, to unpack practical ways sales reps and leaders can negotiate without burning bridges. From moving beyond the “win/lose” mindset to deploying power collaboratively, Mark shares real-world tactics that help you protect margin, shorten deal cycles, and strengthen long-term relationships with growers, retailers, and internal stakeholders.Win-win in the real world: How to shift from an arm-wrestle to mutual gain (and why it lasts).Trade, don’t concede: The difference between empathy and sympathy — and how sympathy quietly erodes value.Power, used wisely: Finding your source of power (even when you feel under-gunned) and using it collaboratively.Preparation that pays: Defining your variables (price, volume, term, service, timing, payment) so you can trade, not cave.Internal negotiations: Why the toughest deals can be inside your own business — and how to navigate them.Questions that connect: Curiosity as the fastest path to rapport, clarity, and better outcomes.“People don’t value what comes too easily.” Tie every concession to a give-get.“Kids ask clearly and don’t accept the first ‘no’.” Be specific in your asks; treat “no” as the start of the conversation.“Power isn’t forcing a result — it’s getting the other side to give it to you gladly.”00:00 Intro & why win-win beats win/lose05:00 Trading vs discounting — protecting margin without losing the relationship12:00 Preparing variables — what you can flex (and what you can’t)18:00 Internal negotiations — legal, finance, competing priorities26:00 Empathy ≠ sympathy — staying kind and commercial34:00 Using power collaboratively41:00 Practical farmer-rep examples you can use this week48:00 Quick recap & next stepsMark Rizkalla is a negotiation consultant with Scotwork Australia. After two decades in complex commercial roles — from hospital selling to national key accounts and commercial leadership — Mark now trains and advises organisations across sectors, including agriculture, to secure better deals and stronger relationships.Scotwork Australia — Negotiation training & advisorySelling in the Paddock — Subscribe for weekly episodesCurious Georgia Coaching — Website

In this episode of Selling in the Paddock, Georgia chats with Jonathan Leslie, GM Sales at Bunzl—a multinational distributor serving healthcare, hospitality, commercial cleaning and “process & industry,” including horticulture, abattoirs, food processing and logistics. Jonathan shares how a career that began in merchandising and veterinary pharmaceuticals led to leading national sales teams, and why the simplest (and hardest) sales truth still holds: actually care about your customer.Bunzl 101: Aggregating business essentials to simplify complex supply chains, with a strong focus on sustainability and compliance.Career arc: From Boehringer Ingelheim (NZ production animal focus) to poultry (Specialised Breeders Australia), veterinary pathology, and into distribution at Bunzl.Authenticity > tricks: The most impactful sales training lesson — caring about customer success beats any gimmick.Agriculture is different: Why owner-operators “never clock off,” pride matters, and emotions (and seasons) shape decisions.Trust under pressure: Front-foot communication during supply chain hiccups; owning mistakes strengthens relationships.The long game vs the monthly KPI: How to balance targets with relationships by progressing the next step (trial, partial order, technical visit) and managing deal velocity.Leading teams: Dialled-in sales process, recognising the moment to move from rapport to business, and coaching newer reps without turning them into clones.Humbling moments: Trying to copy someone else’s “leadership style” and why it fell flat.Advice for emerging leaders: Learn the whole business — finance, working capital, ROE — and ask for favours to build genuine internal networks.What’s next: AI’s impact on targeting, insights and how fast-moving teams will gain outsized advantage.“The way to make customers think you care is to actually care about their success.”“Be yourself. Customers spot ‘techniques’ a mile off.”“Always move the interaction forward — even if it’s just one clear next step.”Bunzl (distribution across healthcare, hospitality, commercial cleaning, process & industry)TV: Slow Horses (Apple TV+)Book: George Orwell, Homage to CataloniaAlso mentioned: Tulsa King, YellowstoneCoffee: Extra-shot flat white with full-cream milk (before 8am — one a day)Currently watching: Slow HorsesReading: Homage to Catalonia (Orwell)Enjoyed this chat? Follow/subscribe for more real sales conversations from the paddock to the boardroom.Take the Sales Team Strength Quiz to benchmark your team and get targeted next steps: Want Georgia to work with your team on communication, objection handling and closing? Enquire about Influential Sales workshops: Hosted by Georgia Stormont — Ag Sales Coach, facilitator and MC. New episodes weekly.

In this solo episode, Georgia shares reflections from her recent South Australian onion loop — where she covers hundreds of kilometres across rural SA, building relationships and checking in with growers she doesn’t see every day.She unpacks what it really takes to manage a sales territory you don’t live in — balancing presence, trust, and consistency from afar.You’ll hear her insights on:Why presence isn’t about proximity — and how to stay visible between visitsThe power of planning ahead and giving growers plenty of noticeHow flexibility and patience turn challenges into opportunitiesWhy “kitchen table time” matters more than the product pitchManaging time on the ground and getting the most out of every farm visitThe importance of showing up even when things go wrongHow to play the long game and build reputation over seasonsGeorgia also shares real stories from the road — from chasing down trials in a borrowed ute to the simple power of a cuppa and conversation.If you’ve ever managed a large or remote territory, or you’re trying to strengthen relationships when you can’t be everywhere at once — this one’s for you.🎧 Tune in to hear why being visible isn’t about being everywhere — it’s about being intentional wherever you are.

Sales = service. Darren Mitchell (The Exceptional Sales Leader) joins me to unpack DISC in real sales conversations, why mentoring accelerates your career, and the paradox of urgency and patience in leadership. We dig into ethical selling, being memorable, and why most wins arrive after the 5th–12th value-led touchpoint.Darren’s podcast: The Exceptional Sales Leader – [add link]Darren on LinkedIn –DISC overview (listener resource) – [add link]Make sure you follow Selling in the Paddock to be up to date with new episodes.

In this episode of Selling in the Paddock, Georgia sits down with Troy Armstrong, Adviser & Partner at Koda Capital, Australia’s largest independent wealth manager. Troy grew up in the Yarra Valley and now works nationally with high-net-worth and ultra-high-net-worth families — including many farming families.They unpack what “independent” really means, why trust and time trump quick wins, and how to make the wealth side of a farm business feel calm, simple and well organised.What we coverWhy Koda chose independence (no product flogging, no conflicted fees) and what that means for clientsThe difference between transactional selling and relationship advice — and how to build trust over years, not minutesKitchen-table, pub and boardroom meetings: how each setting changes the conversationProtecting and growing multi-generational farming wealth without adding risk or noiseWorking alongside local accountants, lawyers and succession planners (and starting early)Communicating complex finance without the jargonA simple frame Troy uses: “Let the farm be the risk — your portfolio shouldn’t keep you up at night.”Career pivots, country roots, footy talk, and why getting your life cover sorted is grown-up businessWho this episode is forAgribusiness owners, sales leaders, and farming families who want clarity on wealth management without the sales pressure — plus reps who want to deepen client relationships beyond the product.Connect with Troy / KodaKoda Capital: Troy on LinkedIn: Links & resources mentionedLife insurance and superannuation housekeeping — talk to your trusted adviser/insurerLocal professionals: accountant, lawyer, succession specialistCall to actionTake the Sales Team Strength Quiz and get your action plan: If this episode helped, follow the show, leave a review, and share it with a mate in Ag.DisclaimerThis conversation is general in nature and not financial advice. Please seek advice specific to your circumstances.

Welcome back to Selling in the Paddock!In this episode, I’m joined by Ben Picton, Senior Market Strategist at Rabobank, to unpack the big global shifts shaping Australia’s agricultural industry today.Ben has a rare talent for taking complex economic and geopolitical trends and making them crystal clear for business owners, farmers, and anyone curious about where the world is heading. We first connected at a DLL strategy day, and after seeing him present, I knew I had to bring his insights to this audience.Together we explore:🌍 The global paradigm shift from free trade to protectionism🇦🇺 What these changes mean for Australia’s economy and agriculture🧑‍🌾 How farmers can use storytelling and strategy to make data meaningful💡 Why geopolitics and economics are inseparable in today’s market🔮 Lessons from history that help us prepare for the future of agWhether you’re a sales rep, agribusiness leader, or producer, this conversation gives you a big-picture view of the forces that will affect how you sell, trade, and connect in the years ahead.👉 Tune in and learn how to turn global insights into on-the-ground strategies.Who do you want to hear from next? Tag them in the comments or send me a message — I’d love to bring their story to Selling in the Paddock.

In this episode of Selling in the Paddock, I sit down with Mark Dempsey, Business Development Manager at Gallagher Australia, to unpack the rise of eShepherd virtual fencing and what it means for livestock producers.Mark’s career journey is as diverse as it is inspiring — from growing up on a fourth-generation beef property in northern NSW, to working cattle stations, Elders retail, Novartis Animal Health, agri-banking, and now leading the charge in ag tech innovation. His story shows the power of persistence, seizing opportunities, and staying true to the basics of sales: trust, reliability, and consistency.We dive into:🚜 Mark’s early years in ag retail and animal health, including what he learnt about sales, credibility, and “hounding” for the job you want.💡 AgTech adoption in livestock: why virtual fencing is a game-changer and how eShepherd is helping farmers intensify grazing, save time, and monitor stock in real-time.🐄 The sales process in AgTech: balancing technical detail with simplicity, adapting to the customer’s stage of knowledge, and why less is often more when explaining new solutions.🤝 Building trust in sales: the importance of admitting when you don’t know, following up, and turning up consistently.🌱 Advice for the next generation: why energy, attitude, and sticking to the basics will take you further than knowing all the answers.This episode is packed with practical sales wisdom, ag tech insights, and lessons on building credibility that apply well beyond virtual fencing.🔑 Key Takeaways“Being reliable and consistent” matters more than having all the answers.Farmers have the best bullshit detectors — trust is earned through honesty and follow-up.Simplifying complexity is the real skill in selling AgTech.Keen energy and initiative often count more than experience when breaking into ag careers.Virtual fencing could be as revolutionary for livestock as GPS was for cropping.If you’re curious about virtual fencing and how it’s reshaping livestock management, connect with Mark Dempsey at Gallagher here on LinkedIn and check out eShepherd on the Gallagher website. Smart grazing, real-time visibility, less time fixing fences — more time where it counts.👉 Connect with Mark on LinkedIn: Mark Dempsey👉 Explore eShepherd on Gallagher’s siteIf your team needs help to simplify the complex, build trust and lift adoption of new tech, let’s talk. I run tailored sales workshops across DISC, communication, objection handling and closing — designed for ag.#SellingInThePaddock #AgTech #Livestock #VirtualFencing #eShepherd #Gallagher #AgSales #Leadership #Communication