Spring 2016

first_imgShare Facebook Twitter Google + LinkedIn Pinterest I killed a wasp in very early March and my daughter got her first mosquito bite the following week. By all accounts it appears that the planting season will be early in Ohio this year.The four-inch inch soil temperatures will likely be running above normal this spring and forecasters thought they would reach above 50 and stay there one week to two weeks earlier than normal this spring.“April is shaping up to be warmer and drier than normal,” said Jim Noel with National Oceanic and Atmospheric Administration National Weather Service in a recent CORN Newsletter from OSU Extension. “Historically in strong El Niño springs, we do not see late freezes but more normal last freeze dates. However, if the warmer weather causes things to start growing earlier, there is a risk a normal last hard freeze could still cause impacts.”In addition, Noel pointed out that evapotranspiration rates will likely be above normal this spring due to the warmer weather. The NOAA May forecast continues the trend of warmer, drier weather for Ohio.As the dreary March blossoms into beautiful spring, there is not a farmer alive who can remain idle as the coming growing season beckons. For those engaged in the scramble of the planting season, I hope you do get the chance to take a few moments to enjoy the wonders of spring outside of the tractor cab. It is truly a wonderful time of year to be on a farm.last_img read more

Read more on Spring 2016

Still Know, Like, and Trust. Still Attitude.

first_imgThere is a lot of talk about what’s changed in sales. And lots of things have changed. But some things haven’t changed.Know, Like, and TrustPeople still buy from people that they know, like, and trust. We don’t like to talk about the squishy, soft things like knowing someone, likability, and trust, bit they are still hugely important to winning (or losing) deals.You don’t win when you aren’t known. People don’t buy from people they’ve never met, at least in complex, business-to-business sales. And they don’t buy from strangers when the purchase is something more than transactional. They want to know who they’re buying from.You don’t win if you aren’t likable. People don’t be from people they find repelling. But we don’t have a process for likability, and we don’t have any metrics. So we don’t address the issue at all (even though a big part of this could be handled by looking at every hiring decision through the eyes of your clients and dream clients: will they want to buy from this person?)We sometimes talk about trust. But we don’t do much more than that. We believe trust is table stakes.The old “know, like, and trust” still matters. We’re still human.The Importance of AttitudeI can’t tell you how often I dial a phone number only to hear the pained, groan of the seemingly undead person on the other end of the phone. It’s a terrible first impression (or last impression, as the case may be) for a sales organization. And sometimes it’s an actual salesperson!Their attitude gives them away. They’d rather be somewhere else. They’d rather being doing anything else. Their results are exactly consistent with this attitude.Attitude counts for much when it comes to results, but never so much so as in sales. A poor attitude still produces poor results. A great attitude still produces great results. Negative people aren’t top performers, and they almost always drag others down with them. Positive people produce better results, and they serve as an example for others.It’s easier to avoid dealing with attitude issues–unless they become seriously problematic. But the human mind (and the accompanying beliefs and mindset) are the root of all results.Attitude still matters when it comes to results, especially sales results.Some things never change.QuestionsDoes it still matter that you are known, liked, and trusted?Do the social channels help make you known, liked, or trusted?How does an attitude betray your results, positive or negative? Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Nowlast_img read more

Read more on Still Know, Like, and Trust. Still Attitude.