Sales as Problem-Solving: A Different Approach with Cary Crum

The Intentional Agribusiness Leader Podcast

Cary Crum, featured in this episode of the Intentional Agribusiness Leader podcast, comes with a wealth of experience in both the food space and the farm space. With a deep-rooted background in sales within these industries, Crum has transitioned his expertise into the agribusiness sector, focusing on ag retail and manufacturing. He now plays a significant leadership role at Agri Technovation California, a company specializing in innovative agricultural technologies and practices.

Episode Summary:

In this episode of the Intentional Agribusiness Leader podcast, host Mark Jewell engages with the insightful Cary Crum from Agri Technovation California to discuss the nuances of salesmanship and leadership within the agribusiness landscape. Crum provides a behind-the-scenes look at his approach to building customer relationships and executing sales with intention and integrity.

The conversation delves deep into Crum's philosophy on sales – not as a mere exchange of goods but as a means of problem-solving for clients. With his unique approach to cold calling and establishing client rapport, he shares actionable strategies that convert prospects into loyal customers. Crum also touches on the challenges of leadership in sales, illustrating the balance between control and empowering team members to make decisions. The fascinating dialogue offers a glimpse into the tenacity needed in sales and the power of a breakthrough leadership mindset.

Key Takeaways:

• Intentionality in business requires a focus on planning, execution, and reviewing outcomes through in-the-moment awareness and foresight.
• Establishing a mindset of service first and utilizing relationship-building strategies can be effective in breaking through initial customer barriers in sales.
• The concept of servant leadership and embracing the letting go of control can empower teams and promote resiliency and personal growth.
• Perseverance is key in sales, as demonstrated by Crum’s personal success story of securing a major client after multiple persistent visits.
• Drawing parallels between parenting and leadership, Crum emphasizes the importance of honest communication and setting clear boundaries for a successful team dynamic.

Notable Quotes:

• "I tell my salespeople that we don't sell anything, and they look at me like I'm crazy. And I said, I don't sell anything at all. I'm there to find out how I can help somebody."
• "I use a few techniques that are kind of weird. So there's different things that happen in different situations. So if it's a true cold call..."
• "You got to continue to just pound on him until he relent. It's almost like a full-on assault at that point. Because it's a game."
• "I try to manage people like I want to be managed. I've had a lot of managers in my life that I can't stand."
• "So I spend my time convincing them and teaching them how I think and how they should make decision, how I make decisions, so that if they get in a position where they have to make a decision, they understand what I'm going to maybe do."

Tune in to the full episode of the intentional Agribusiness Leader podcast to gain more insights from Cary Crum's experiences and masterful take on sales and leadership. Stay updated with our upcoming episodes for more thought-provoking discussions that can guide you through the intricate world of agribusiness and beyond.