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.

Closing the sale is one of the most critical – and often most avoided – parts of the sales process. But in Ag, where relationships are long-term and buying decisions are well-considered, closing needs to feel confident, relevant, and in step with how your customer prefers to communicate.

In this episode, I unpack what closing really looks like in the Ag industry and why it’s not just about the final question – it’s about the lead-up. I walk you through different closing techniques (yes, with real examples you can use), the importance of finding the style that suits you – and how to adapt to the way your customer likes to be sold to.

We’ll talk:

• Timing your close with intention

• The difference between objections and a flat-out no

• Why discounting isn’t a closing strategy

• And how to build your own close style that actually gets commitment

Whether you’re new to sales or ready to sharpen your skills, this episode will help you move from pitching to closing with confidence.

Objections aren't roadblocks – they're buying signals in disguise.
In this episode of Selling in the Paddock, we unpack the difference between an objection and a hard “no” (yes, there is a difference) – and why learning to love objections is a game-changer in the ag sales world.

Whether you're selling fertiliser, seed, tech, or livestock services, objections are part of the gig. But how you respond to them? That’s what separates the high performers from the rest.

We’ll dive into:

• What an objection really means

• How to spot a no vs an Objection

• The 3 most common objections in ag sales – and how to handle them

• How to stay calm, curious, and in control when you're pushed back