The Selling Factory

Sales in the Agriculture Industry

Written by Samantha Hoover

Samantha is a rising junior at the University of Florida studying business administration with a specialization in wealth management. In the future she is looking to pursue a career in the wealth management industry as a financial advisor. In her free time she loves to garden and spend time with friends. She is the treasurer for the Undergraduate Medical Women’s Association, and served as the treasurer for TPUSA’s chapter at UF.

pexels-photo-2252557

Photo by Mark Stebnicki

When you think of sales in agriculture, your mind may go to an auctioneer rattling off numbers so fast you can’t keep up. That is how most people view sales in agriculture, but the truth goes far beyond that. 

In my time in agriculture, I learned about the long sales process behind these famous auctions. When beginning any agriculture project, you must purchase livestock from a reputable breeder, which gives you the chance to become the client. A sales pitch becomes the most important during this process, as there are numerous breeders in the livestock market. At this point, you ask, “why should I buy livestock from you”? The following exchange determines the fate of the sale. Like the sales industry, you must handle objections and convince buyers that you are the best option. Once the sale is complete, that is when the sales process begins for the auction.

Growing up participating in 4-H, I learned about the entire process of bringing livestock to show and market. Although I thought all I needed to do was show up, I quickly noticed I was wrong. From the very beginning, in the livestock market, you have to learn how to sell to get the best sale price possible. You can accomplish this by having multiple buyers lined up to buy your livestock at the auction driving up the price. To obtain more buyers, I learned how to build rapport and a sales pitch to set my livestock apart. From the first day of purchase, I reached out to buyers and let them know of my up-and-coming livestock. Though this was not a sales pitch, I began to build a connection with the buyers. The updates became one of the deciding factors of the sale as each buyer began to feel important and a part of my livestock’s journey. Then as the auction approached, I prepared to make my final sales pitch. 

Every year our fair, which hosts the auction, hosts a dinner that brings the buyers and sellers altogether. During this time, the months of building rapport pay off as I make my final pitch to set myself and my livestock apart from the rest of the livestock market. This last step is when having sales experience is most important. Growing your knowledge about the sales industry and practicing makes the final pitch go with a breeze. With a sales pitch complete and buyers ready, it is time for the bidding to begin and the sales journey to end until next year.

Understanding Gen Z

Are you looking to hire recent graduates out of college? Want to know more about Gen Z students’ concerns and desires as they enter the workforce? Read our full 2022 job expectations report.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

mia.semel@thesellingfactory.com

Kira Baker

Campaign Manager

Kira recently graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

kira@thesellingfactory.com

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

jared@thesellingfactory.com

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

ian@thesellingfactory.com

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

damien@thesellingfactory.com

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

brendan@thesellingfactory.com

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

savannah@thesellingfactory.com

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

zack@thesellingfactory.com

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

josiah@thesellingfactory.com

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

sueming@thesellingfactory.com

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

adam@thesellingfactory.com

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.

brad@thesellingfactory.com