In this episode of Growers Gonna Grow, Rayne Gibson sits down with Neal Glatt, founder and CEO of Neal Glatt Sales and Strategy, to discuss what separates great sales managers from great salespeople.

Many companies assume their top-performing salesperson is the obvious choice to lead a team. But selling and leading require different skills.

Neal shares practical insights on developing sales managers instead of simply promoting top performers, creating accountability without micromanaging, building a culture of coaching, and implementing sales systems that drive consistent performance.

Whether you're leading a sales team today or preparing someone for a leadership role, this episode offers actionable advice on building stronger managers and stronger organizations.

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BONUS EPISODE

Before the official interview began (Ep.19), Neal Glatt and I had an unscripted conversation about the evolving relationship between CRMs, AI, sales training, coaching, and consulting. In this bonus session, we compare where each tool adds value, where businesses often misuse them, and why technology alone cannot replace strong leadership, clear expectations, and consistent development.

In this episode of Growers Gonna Grow, Rayne Gibson sits down with Lucy Diaz, to explore one of the most overlooked parts of the green industry supply chain.

While growers, contractors, and garden centers focus on sourcing, selling, and installing plants, an entire logistics network is working behind the scenes to move plant material safely and efficiently across the country.

Lucy shares insight into the role racks play in plant transportation, the challenges of reverse logistics, and why asset management has become a critical part of modern nursery operations. The conversation also explores how transportation impacts costs, where breakdowns occur in the system, and what the future of plant logistics may look like.

If you've ever received a shipment of plants and wondered what happens before and after that truck arrives, this episode pulls back the curtain on the infrastructure that keeps the green industry moving.

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In this episode of Growers Gonna Grow, Rayne Gibson sits down with Andrew Levi, founder of PlantTagg, to discuss how technology is changing the retail garden center experience.

Consumers today expect instant access to information, mobile-friendly shopping, and personalized recommendations. Andrew shares how those changing expectations are influencing the horticulture industry, why younger shoppers engage differently than previous generations, and why garden centers must rethink the customer experience to remain competitive.

The conversation also explores the challenges the role of mobile technology inside the garden center, and how retailers can use digital tools to educate customers while strengthening in-store sales.

Whether you're a retailer, grower, or supplier, this episode offers a look at where plant retail is heading and how businesses can prepare for what's next.

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In this episode of Growers Gonna Grow, Rayne Gibson sits down with Chad Diller, CEO of Landscape Leadership, to discuss one of the biggest challenges facing green industry companies today: standing out.

When customers can't clearly see the difference between one company and another, the conversation often comes down to price. Chad shares insights on building meaningful unique value propositions, understanding the relationship between marketing and sales, and why generating leads is only half the battle.

The conversation also explores why sales teams must be trained to execute on marketing efforts, how businesses unintentionally commoditize themselves, and what it takes to create a customer experience that supports premium pricing.

If you've ever wondered why some companies consistently win on balancing sales and marketing, this episode is for you.

In this episode of Growers Gonna Grow, Rayne Gibson sits down with Jeremy Gruszka of The Perennial Farm to discuss a major shifts impacting the green industry: the growing demand for native plants and the often-overlooked realities of wholesale plant fulfillment.

Jeremy explores the continued rise of native plants, the increasing demand for specific species, and how government regulations and project specifications are shaping production decisions across the industry.

If you've ever wondered why certain native and perennial plants are difficult to source, this episode offers a valuable look behind the scenes.

In this episode of Growers Gonna Grow, Rayne Gibson sits down with Katie Elzer-Peters, founder of The Garden of Words, to discuss one of the most overlooked challenges in the green industry: marketing.

Katie shares her perspective on why great products alone aren't enough, how storytelling influences customer behavior, and what growers, landscapers, and garden centers can do to stand out in an increasingly crowded market. The conversation explores digital marketing, customer loyalty, email marketing, AI, and the importance of helping customers understand not just what you sell, but why it matters.

If you've ever wondered why some businesses become destinations while others struggle to gain attention, this episode offers practical insights into what actually drives growth.

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In this episode of Growers Gonna Grow, Rayne Gibson sits down with Luis Benavides, founder and CEO of Neighborbrite, to discuss how artificial intelligence is changing the way homeowners approach landscape design.

Neighborbrite allows users to upload a photo of their yard and generate customized landscape concepts in minutes. What started as a solution to make landscape design more accessible has grown into a platform serving hundreds of thousands of users and generating millions of landscape designs.

Rayne and Luis discuss how AI is influencing homeowner expectations, emerging landscape trends, the role of professional designers and contractors, and what these changes could mean for nurseries and the broader green industry.

If you've wondered how technology will shape the future of landscaping, this episode offers a fascinating look at where things may be headed.

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