Sales reps don’t bet money when gambling in their territory, they bet customers.

And like casino gambling, they almost always lose.

Most seed reps don’t realize that customers are their sales force. Customers are the reason every seed seller succeeds or fails. Yet, those customers are so often lost because seed reps gamble with their loyalty.

They assume customers will stay with them even during the most critical times of the year, regardless of how their varieties performed.

They gamble with customers by avoiding them during harvest. They’re betting that their

Click the audio player above to listen the entire podcast!

The post Stop Gambling, Gambling is for Losers [Podcast] appeared first on RC Thomas Company.

“Not doing more than the average is what keeps the average down.” – William Winans

If you really think about it, this quote makes perfect sense.

People are only expected to do as much as the average person. As long as they don’t fall below average, they will continue to keep their jobs.

Think about sales reports…

…the first thing you look at is who sold the most. The second thing you look at is who sold the least.

Everyone else did a satisfactory job.

But is this a good thing?

Listen to my brand-new podcast by clicking above or subscribe under your podcast app on your smartphone!

P.S. To learn more about the upcoming Livestream for New Sales Reps, click here for all the information! 

The post Are You Maintaining the Average? [Podcast] appeared first on RC Thomas Company.

You know, something happens to more than half of the men and women in the United States when they hit their late 30’s and early 40’s….

…It’s called a midlife crisis, and it’s a result of these aging adults wanting to hold onto their youth.

As they age, they want to remain attractive, be noticed by the younger crowd and seem cool by doing things that seem outlandish to their younger, non-midlife peers.

Truth be told, sales reps fall into a mid-seller crisis when they feel out of control and threatened by customers who no longer find them attractive.

Customers start talking more about competitors and what they have to offer, and they become infatuated by other company’s programs, discounts and price offers.

When these experienced sellers begin to struggle to keep up with social media, the speed of adoption of new technologies, and feel the pressures brought on by new, younger sellers coming into the business, a mid-seller crisis often shows up.

(Listen to this brand-new podcast by clicking above or subscribe under your podcast app on your smartphone!)

P.S. To learn more about the upcoming Livestream simply click here for all the information! 

The post Are You Having a Mid-Seller Crisis? appeared first on RC Thomas Company.

The act of confirming orders is an outdated strategy because it asks customers to confirm any changes they want to make to their order or cropping plan.

So, what’s wrong with that? 

Well, farmers are being overwhelmed with new information and people calling on them to try to sell them something. They can’t keep up with all of the changes on their own….

(Listen to this short 3-minute podcast by clicking above or subscribe under your podcast app on your smartphone!)

P.S. To learn more about the upcoming Livestream simply click here for all the information! 

The post Stop Confirming Seed Orders and Start APPROVING Them! appeared first on RC Thomas Company.

It’s that time of year.

The time when you and your customers become anxious for harvest to begin.

In fact, harvest is already underway in parts of our growing area. Maybe it has already started in your territory too.

Knowing what crops have been subjected to this year and how impactful the 1000 variables have been, what do you plan to do to keep your customers from making the wrong decisions, especially when it comes to your varieties?

The question is…

are you ANXIOUS about the outcome of this harvest season, or are you EAGER to find out its outcome?

There is a big difference, you know.

Most people use the words anxious and eager interchangeably, but they have two completely different meanings.

In today’s 5-minute podcast, I explain the difference between anxious and eager and why you must ride harvesters this fall, no matter how variable the crop is!

The post You Have a Great Chance of Losing Customers to Competitors this Harvest! [Podcast] appeared first on RC Thomas Company.

Our guest this month on the SeedSeller Academy podcast, is Matt Fenske, CEO and owner of Millborn Seeds in Brookings, South Dakota. Matt and his wife, Jody, purchased the fast-growing company from Clint Johnson approximately three years ago.

In this episode, Matt talks about his early years in the seed business, where he found himself in sales and quit because he felt he was not good at it. However, he returned later and eventually discovered that his true love was sales.

Matt is highly innovative and forward-thinking. His comments and insights hit close to home, so I know you will identify with much of what he says about growing a business in this marketplace.

Get ready to take notes as you listen to this fun and highly valuable visit with Matt Fenske.

Listen (above) or watch the full episode (below).

The post Why You Need to Fail As Fast As Possible: Interview with Matt Fenske [Podcast] appeared first on RC Thomas Company.

This month, my guest on the SeedSeller Academy podcast is Clint Johnson, one of the youngest and most successful entrepreneurs I’ve ever worked with.

Clint and his wife, Heather, bought a very small three-employee seed business and grew it to more than 50 full and part-time employees.

Clint has since exited the business and sold Millborn Seed to one of his employees three years ago.

Listen to Clint talk about how building the right kind of culture inside a business is the key to success, regardless of the industry you are in. In my opinion, there are few people in business who understand culture building as well as Clint Johnson.

The podcast was recorded exclusively for Academy members, but I wanted to share it with everyone because I thought the content was so important.

Listen or watch the full episode available below.

The post How to Create Amazing Culture in Your Seed Business: Interview with Clint Johnson [Podcast] appeared first on RC Thomas Company.

Top sellers know that successful prospecting is the only thing that insulates them from marketplace situations that could otherwise threaten their sales.

Things like…

These are just a few of the factors that control most field sellers and keep them from getting or keeping sales.

But those who succeed year in and year out know that, regardless of the market environment, there is always plenty of business available for them to capture, if they have a plan to get it.

And they’re not going to let anything or anyone stop them from getting their share of that business.

Seed is the most important input farmers buy, and they feel it also carries the most risk. If they buy unfamiliar varieties from unfamiliar people, and those varieties or those people don’t perform to their expectations, it can negatively affect their livelihood.

Prospecting can be difficult in any sales career and with farmers it can be especially challenging.

As a result, many sales reps develop what I call “Prospecting Phobia” when it comes to calling on new farmers.

Listen to my latest podcast episode above.

P.S. Whenever you’re ready, here are the 2 best ways I can help you increase sales:

The post Do you Have Prospecting Phobia? [Podcast] appeared first on RC Thomas Company.

This month, my guest on the Academy podcast is Greg Mills.

Greg and his wife Becky are from St. Joseph, Illinois, which is just outside of Champaign.

He is not a farmer who sells seed.

Instead, Greg is the owner of a seed business who also farms…

…there is a BIG difference.

Please enjoy my conversation with Greg Mills.

The post How to be Different from the Competition: Interview with Greg Mills [Podcast] appeared first on RC Thomas Company.

Matt is a farmer from Leoti, Kansas, where he and his wife, Jenny, own and operate a very successful seed business.

Matt and Jenny are not your typical farmer couple, and Matt is not a typical farmer dealer.

He is not a farmer who sells seed.

Instead, Matt is the owner of a seed business who also farms…

…there is a BIG difference.

The post Running a Successful Seed Dealership: Interview with Matt Long [Podcast] appeared first on RC Thomas Company.