Planting Customers is a strategy I developed many years ago. It’s the act of being at customers’ planters for 10-15 minutes in the spring when they’re planting your seed. It’s the second most important customer contact of the entire sales year because of all the positive changes that take place when the visit is doneContinue Reading

In this episode of our podcast, I had the privilege of interviewing Mr. Dean Cavey. I’ve known Dean for more than 35 years and consider him a great leader and a mentor for me in the seed business. He brings a whole different perspective to our podcast series as we discuss the future of theContinue Reading

Welcome to this month’s Podcast. This is a very special podcast for two reasons. First, I interviewed Shad Schenck who I consider to be the No.1 seed salesman in the United States. Second, this podcast is special because I had the privilege of training Shad beginning the day he graduated from college. I can’t take creditContinue Reading

This month, my SeedSeller Academy podcast guest is Bob Thurston. Bob is the founder of Thurston Inc. and Thurston Genetics. I was thrilled to have Bob sit down for a podcast as he is a true icon in the seed industry and someone I’ve known for almost fifty years and have tremendous respect for. WhetherContinue Reading

When a spring like this comes along, I don’t get down, I get motivated to show myself that I can overcome it. Remember, you may not be able to change what is happening, but you can change how you react to it. You can control your emotions, which means you can also control what you do.Continue Reading

The Foundational Principle of Practicing Medicine states that the number one thing every doctor lives by is… …Do No Harm. Think of how that applies to the situation farmers are in right now. You are like a doctor for your customers. You assist them in the health of their business by helping them manage howContinue Reading

Welcome back to another episode of SeedSeller Training Radio. This week I give you 3 Keys to Selling Seed Right Now. Stop Creating Minority Buyers Show Customers the Real purpose of Yield Monitors Assign Your Entire Sales Increase to Brand-new Buyers (not current customers) These three keys are always relevant but especially this time ofContinue Reading

I know how difficult this marketplace is right now. I know the obstacles you are facing as you try to get your products on the farm for next year. But guess what? It’s not going to get any easier if you keep doing the same old thing you’ve done in the past. In today’s competitiveContinue Reading

In this episode we’re going to follow up from our last podcast (The More You Study Product, the LESS you Sell) by staying on the same “Hot Topic” of price. Without a doubt, the most emotional issue in business today is price. What pricing strategy should you employ during this kind of economic turmoil? AndContinue Reading

Everyone I train may think I sound brutal in my approach to preparing sales reps to sell in this 21st century marketplace. But my level of brutality doesn’t even come close to the brutality of the marketplace when a customer says… “I don’t want to buy from you anymore.” So yes, I can be brutal andContinue Reading