Selling in the Paddock

In this episode of Selling in the Paddock, Georgia heads to California (well… via Zoom) to talk tomatoes, trust and teamwork with William “Skeeter” Bethea from The Morning Star Company – the processor behind around 40% of California’s processing tomato crop.

Skeeter lifts the lid on how Morning Star runs a massive, highly technical tomato operation with no traditional bosses, and what that actually looks like day to day for the peop...

Welcome back team to another episode of Selling in the Paddock!

Today I’m joined by Ben Van Delden — founder of Delco AgriFood, co-founder of We Three AI, and a key partner in the Australian AgriFood System Alliance.

If you’re picturing a simple job title, think again. Ben’s world crosses oysters, circularity, AI, livestock, climate strategy and big-picture system change in Australian agriculture and beyond.

And yes, we recorded this ...

In this episode of Selling in the Paddock, Georgia sits down with Steve Fuller, Director of Buzz and Growth at BeeStar – and a man who’s spent more than 40 years working with bees.

Georgia admits she’s completely obsessed with bees, and Steve does not disappoint. He takes us inside the hive, explaining how colonies really work, why bees are so critical to Australian agriculture, and how technology like remote hive monitoring is chan...

In this episode of Selling in the Paddock, Georgia sits down with Andrew Kelly, Executive Director of BioPacific Partners, to unpack a career that’s anything but linear – from veterinary science and epidemiology through to leading research institutes, venture capital, and now guiding global corporates through the innovation landscape in food, ag and health.

Andrew shares how growing up in rural Victoria and choosing vet science with...

Welcome back team to another episode of Selling in the Paddock.

Today I’m joined by Michael Young, an agro-economist with Farm Optimization Group, beaming in all the way from Western Australia. Michael grew up on a mixed farm in the south-west, took a detour towards engineering, and eventually found his way back to agriculture through a simple but powerful question:

“Why are farmers doing what they’re doing – and could they do it bet...

Welcome back team to another episode of Selling in the Paddock.
Today I’m joined by the brilliant and refreshingly down-to-earth Dr Aurelie Quade, founder of Soil Resilience — a scientist who has built her career on helping farmers understand soil health without the complicated jargon.

Originally from France and now 19 years deep into Australian agriculture, Orélie blends plant pathology, soil science and human behaviour to help ...

In this episode of Selling in the Paddock, Georgia sits down with Bonnie Jupp from Regen WA — a passionate advocate for regenerative agriculture and natural capital. Based in Perth but deeply connected to her farming roots in Northampton, WA, Bonnie shares her story of how a love of nature, a family legacy of mixed farming, and a drive to make a difference led her to a career at the intersection of environment and agriculture.

Toget...

In this episode of Selling in the Paddock, Georgia chats with Jeff Kleypas, agronomist and Regional Sales Manager with Advancing Eco Agriculture (AEA), joining us all the way from South Texas — just 30 miles from the Mexican border.

Jeff shares how his journey from conventional agronomy to regenerative agriculture completely re-shaped the way he views farming, soil health, and human nutrition. From his early days driving tractors in...

In this episode of Selling in the Paddock, I’m joined by Dr Michael Lawrence, Program Manager of Animal Wellbeing at Meat & Livestock Australia (MLA).

Michael’s journey spans continents and careers — from a hands-on cattle vet in rural Australia and the UK (where he was part of the national response to the Foot and Mouth outbreak) to leading MLA’s animal wellbeing research portfolio.

We unpack:

• The balance between animal healt...

Today we head west with Justin Haydock from West Coast Wool & Livestock. Justin breaks down how wool is classed (in plain English), why micron matters to price, what lice means for clips, and how transparency and follow-up win trust with sheep producers. We also dig into export realities (hello, China), the ebb and flow of supply, and why asking clients, “What do you expect from your broker?” has changed his results.

• Justin’...

In this episode of Selling in the Paddock, Georgia chats with Andrew Morgan, CEO/Director at SFM and co-founder of Hydrowood, about building trust in sales, innovating under pressure, and how forestry intersects with carbon markets. From uni-bar lessons in reading the room to raising capital for an underwater-forestry barge on Tasmania’s wild west coast, Andrew covers the grit, trade-offs and persistence behind genuinely sustainabl...

In this episode of Selling in the Paddock, Georgia sits down with New Zealander James Grafas to unpack how purpose-led governance and people-ownership are reshaping horticulture—especially in gold kiwifruit. James shares lessons from chairing boards across ag and tech, from large-scale orchard development to irrigation automation, and why clarity beats busyness every day of the week.

• From orchard summers to the boardroom: James’...

Welcome back to another episode of Selling in the Paddock!Today, I’m joined by Celia Leverton, Chair of the Regenerative Agriculture Network, whose passion for sustainable farming and behaviour change is transforming the conversation around agriculture in Australia.

Celia shares her remarkable journey — from a young wool classer and ABC journalist to a farmer, permaculture advocate, and leader in regenerative agriculture. Through de...

In this episode of Selling in the Paddock, Georgia crosses the Pacific (via LinkedIn!) to chat with fourth-generation Californian farmer and director of farming, Jason Gianelli, based in Bakersfield in the Central Valley—America’s “bread basket.” Jason oversees ~30,000 acres across multiple ranches supplying dairies with feed crops, and sits on several water and ag-tech boards, including the Water Blueprint for the San Joaquin Vall...

In this episode of Selling in the Paddock, Georgia sits down with Mark Rizkalla, negotiation consultant at Scotwork Australia, to unpack practical ways sales reps and leaders can negotiate without burning bridges. From moving beyond the “win/lose” mindset to deploying power collaboratively, Mark shares real-world tactics that help you protect margin, shorten deal cycles, and strengthen long-term relationships with growers, retailer...

In this episode of Selling in the Paddock, Georgia chats with Jonathan Leslie, GM Sales at Bunzl—a multinational distributor serving healthcare, hospitality, commercial cleaning and “process & industry,” including horticulture, abattoirs, food processing and logistics. Jonathan shares how a career that began in merchandising and veterinary pharmaceuticals led to leading national sales teams, and why the simplest (and hardest) s...

In this solo episode, Georgia shares reflections from her recent South Australian onion loop — where she covers hundreds of kilometres across rural SA, building relationships and checking in with growers she doesn’t see every day.

She unpacks what it really takes to manage a sales territory you don’t live in — balancing presence, trust, and consistency from afar.

You’ll hear her insights on:

• Why presence isn’t about proximity — an...

Sales = service. Darren Mitchell (The Exceptional Sales Leader) joins me to unpack DISC in real sales conversations, why mentoring accelerates your career, and the paradox of urgency and patience in leadership. We dig into ethical selling, being memorable, and why most wins arrive after the 5th–12th value-led touchpoint.

• Darren’s podcast: The Exceptional Sales Leader – [add link]

• Darren on LinkedIn –

• DISC overview (listen...

In this episode of Selling in the Paddock, Georgia sits down with Troy Armstrong, Adviser & Partner at Koda Capital, Australia’s largest independent wealth manager. Troy grew up in the Yarra Valley and now works nationally with high-net-worth and ultra-high-net-worth families — including many farming families.
They unpack what “independent” really means, why trust and time trump quick wins, and how to make the wealth side of...