Selling in the Paddock – Détails, épisodes et analyse

In this episode of Selling in the Paddock, I’m joined by Jason Strong, long-time advocate for Australia’s red meat industry and a leader with deep experience across the entire supply chain — from butcher shops to boardrooms.

Jason and I dive into:

• Why selling red meat is about relationships, not just specs and science

• The emotional connection people have with food — and how to work with it

• How good sales reps balance office KPIs with real customer needs

• Lessons from Pfizer, cattle crushes, and $82 steaks

• The role of trust, storytelling, and staying grounded in your customer's world

• Why ag doesn’t need to shout louder — just connect better

Whether you're in livestock, hort, dairy or beyond, this conversation will challenge and inspire how you think about sales, trust, and building long-term value.

🎧 Tune in if you’ve ever thought:

“Why didn’t they buy from me?”
“How do I connect with farmers who already have options?”
“How do I make corporate targets feel human again?”

This one is jam-packed with insights, honesty, and a few belly laughs too.

🔗 CTA:
If you want to understand how strong your sales team really is — Take the Sales Team Strength Quiz here

Taking on a new sales patch? Whether you’re stepping into a new region, repping a fresh product, or launching your own business — this episode is for you.

In this solo episode, I dive into the real-world tactics that help you build credibility, earn trust, and create traction fast when you’re new to a territory. From shadowing and cold calls to leveraging warm leads and showing up consistently, I share what worked for me as a rep in vegetable seed sales — and later, when I launched my own coaching business from scratch.

You’ll hear:

• Why shadowing is underrated and powerful

• How to lean on past experience to gain trust faster

• The role of LinkedIn and field days in breaking new ground

• Tips to stay visible, add value, and avoid the “spray and pray” trap

• Why consistency > charisma every time

• How to structure your first few calls in a new area

• The mindset shift that helps you get out of your own way

Whether you’re a new rep, a seasoned salesperson expanding your patch, or a founder hitting fresh ground — this one’s packed with practical tools to take into the paddock.

🎧 Listen in and let me know your biggest takeaway!

👉 Want help breaking into a new territory or building your confidence in sales?
Book a free intro call with me here: https://calendly.com/georgiacoach/30min

Let’s map out where you are, what’s holding you back, and what you can do to sell with confidence — wherever you are.

Troy pulls back the curtain on what it really takes to lead, influence, and drive change in agriculture. We unpack:

• 🔄 Why the same issues are spoken in different languages between Canberra and the paddock—and how sales reps can bridge the gap

• 💬 The make-or-break role of language in building trust with farmers (ditch the jargon, keep it real)

• 🚀 Sales reps as the connectors and catalysts for innovation, resilience, and growth in ag

• 🔥 The cost of change—and how to take your customers on the journey, not just pitch the product

• 🧠 Listening as the ultimate leadership skill, both on-farm and in policy

• 💡 What we can learn from the Ag Career Start program and the future of talent in the ag industry

• ✅ And his number one tip for building authentic trust with farmers (spoiler: they have the best bullshit detectors around)

This episode is packed with practical takeaways for sales reps, managers, and ag professionals who want to sell smarter, lead better, and speak the language that actually lands.

🔗 Links & Resources:
→ Learn more about the Ag Career Start Program Home - AgCAREERSTART→ Connect with Troy and the NFF: nff.org.au
→ Let’s chat! DM me or head to curiousgeorgiacoaching.com for upcoming workshops, coaching and more.

Guest: Paul Roos

Host: Georgia Stormont

Paul Roos needs no introduction to AFL fans—premiership coach, elite player, and now leadership consultant and business owner. In this powerful conversation, Roosy joins Georgia to unpack the crossover between elite sport and business, especially in Agriculture, where teamwork, culture and resilience matter just as much as they do in footy.

From his early days at Fitzroy to coaching the Sydney Swans to a historic premiership win and reshaping the Melbourne Football Club, Paul shares what great leadership looks like, why self-awareness is a non-negotiable, and how we can better support young people, teams, and communities.

• ​What footy taught Paul about leadership, grit, and turning up even when it’s hard
• ​How elite coaches manage different personalities and keep teams accountable
• ​Why understanding your strengths (and your team’s) creates performance lift
• ​The importance of standards, systems, and authentic leadership in culture change
• ​How sport builds connection and why it matters in the modern workplace
• ​How parenting, coaching and leadership all overlap in influence and empathy

“Leadership is influence. And parenting is leadership.”“If the leaders don’t uphold the standards, no one else will.”“I’ve never met a perfect coach or CEO. But the best are self-aware and build great teams around them.”“Don’t let who you are get in the way of who you need to be.”

Register your interest in my upcoming Sales Workshop for the Ag Industry : https://www.curiousgeorgiacoaching.com/expression-of-interest-sales-workshop-melb-cbd

Other links from the show

• ​Paul Roos Official Website:https://performancebydesign.co/
• ​Prince to King Program – Youth Mentoring dylanrooscoaching.com

🎧 Listen to the full episode on your favourite platform:

• ​Spotify
• ​Apple Podcasts
• ​www.curiousgeorgiacoaching.com

Share it with a mate, follow Selling in the Paddock, and leave a review to help more people in Ag hear real, honest conversations about growth, grit, and sales that work.

Listen & Subscribe:💬 Love this episode?

In this episode of Selling in the Paddock, I chat with Kelli McDougall, Director at Agri Talent, about all things recruitment, leadership, and the often-overlooked art of selling yourself.

We dive into:

• Why selling isn’t a dirty word – especially when it comes to job hunting

• How to pitch yourself into a sales role (and what hiring managers are actually looking for)

• The biggest recruitment mistakes ag companies make

• Job design, hiring strategy, and the importance of working to your strengths

• The difference between skills and strengths – and why knowing yours changes everything

• How to avoid a race to the bottom on price (in both sales and recruitment!)

• What good leaders do differently — and why it matters now more than ever

Whether you’re in a role, looking for a role, or trying to fill one, there’s something here for you.

🔗 Connect with Kelli McDougall and learn more at agritalent.com.au

🎧 Like what you hear? Follow the show, leave a review, and tag someone who’d love this episode.

Building Connections in Agricultural Sales with Jimmy BlaineIn this episode of 'Selling in the Paddock,' we talk with Jimmy Blaine, a rural property and livestock agent from Northern NSW. Jimmy discusses his diverse background, from managing cattle farms and driving trucks to working on drill rigs, and how these experiences have equipped him with essential skills for his current role. The conversation covers strategies for building rapport with clients, the importance of understanding industry-specific language, and the value of resilience in sales. They also explore the interplay between selling livestock and rural property, offering practical advice for those looking to improve their selling techniques in the agricultural sector.

In this bonus episode of Selling in the Paddock, we're diving headfirst into one of the toughest parts of the sales game — rejection. Whether you’re selling seed, livestock, tech or training, rejection stings — especially when it feels personal.

I open up about:

• The difference between rejection when selling a product vs. selling yourself (as a service)

• A recent ‘no’ that hit hard and what I learned from it

• How to reframe rejection as feedback, not failure

• Practical tactics to bounce back when your sales tank (and your confidence) is running on empty

• Why rejection might just mean “not now”, not “not ever”

This one’s honest, unfiltered and all-too-relatable. Whether you're new to sales or 20 years in, this episode is a reminder that rejection isn’t the end — it’s part of the process. And if you’ve got a good rejection story or a tip that helps you bounce back, I want to hear from you!

Keen to build your sales confidence and learn how to handle rejection like a pro?
Come along to my Open Sales Workshop in Melbourne this 10th July.
It’s designed for Ag reps from all corners of the industry — from horticulture to livestock and everything in between.

👉 Register your interest here: Expression of Interest - Sales Workshop Melb CBDLet’s get sharper, together.

In this special episode of Selling in the Paddock, Georgia welcomes her very first guest — Mark Allott, now Sales Manager for Agriculture across Australia & New Zealand for Kubota.

Mark shares his honest and inspiring journey — from a dairy farm in South Gippsland to leading one of the country’s largest ag machinery networks. Together, we unpack his experience with self-doubt, gutsy career leaps, the art of building deep customer trust, and why relationship > commission every single time.

What we cover:

• Why sales isn’t about being “salesy”

• What to do when you feel like an imposter

• Turning mistakes into multi-generational customer loyalty

• The power of post-sale follow-up that actually matters

• Why showing up for farmers as a partner (not a pushy rep) wins every time

If you’ve ever felt like you didn’t quite belong in sales, or wanted to hear what real leadership looks like in Ag — this is one not to miss.

To connect with Mark - check out his LinkedIn here: linkedin.com/in/mark-allott-18125099To find out more about Kubota's new machines check out their website here: Kubota Agriculture and Construction Equipment | Kubota Australia

In this episode of Selling in the Paddock, we're answering a real question from a listener: How do you get in front of farmers who say they’re too busy or just not interested right now? Whether they’ve never heard of you, like your product but won’t make time, or flat-out say no – we’re digging into how to build trust, show value, and get yourself on-farm.

From showing up at the local pub or footy club, to rolling up your sleeves and helping tag calves or fix fences – this one’s full of creative, gritty, and real-life ways to earn that first conversation. Because in Ag, trust isn’t built with a brochure – it’s built with presence.

Hey, I’m Georgia Stormont — Ag Sales Coach, keynote speaker, sales rep and podcast host.

Welcome to Selling in the Paddock — real sales conversations for the Ag industry.

This podcast is for sales reps, sales managers, and business owners who work in Ag and want to get better at selling — not in a pushy, polished, or corporate way — but in a way that actually works in the paddock, at the store, or sitting at a farmer’s kitchen table.

After 15 years selling in the industry, I know what it’s like to drive around with a Ute full of samples, trying to chase down a grower who’s always “too busy,” or convince a reseller to back your product when a competitor’s undercutting you by 10%.

In this show, we get into the guts of selling — things like handling objections, knowing your value, building strong relationships, closing the deal, and making sure your sales conversations stick.

You’ll get practical strategies you can use straight away, stories from the field, a few spicy takes, and interviews with people who really get Ag.

So, if you're out there doing the work — this one's for you.

Hit follow, chuck your earbuds in, and let's get into it.