The Rural Sales Show

#108: The Hidden Sales Curriculum Nobody Teaches You

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

#107: AI Sales Expert: Your Attitude Is More Important than AI!

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

#105: Introducing FieldCoach IO - Your Personal Rural Sales Training 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

#104: How Great Sales Leaders Coach Teams w/ Tony Meredith

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

#103: Selling in the Age of AI: Trust, Value & Modern Sales w/ Tony Hughes

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