Insights for Building Materials Manufacturers

How to Prepare for a Building Materials Sales Call

Even with all of the new digital technologies, actual meetings with customers like architects, builders, contractors, and others are still an important part of the sales process. It is also…

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People Problem in Building Materials

I recently worked with Carlos Quintero, President of Sales Effectiveness, Inc. on a study of the top challenges facing building material companies today. Carlos is the co-author of our book How…

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What’s Wrong With Your Building Materials Sales Message

If you want to close more sales or if you want your marketing to be more effective, you need four different messages. Many building materials companies can make a convincing…

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INTEX Drywall Show Review

I was at the INTEX Expo, in Washington DC, for wall and ceiling contractors to speak at the 50th Anniversary Celebration of Trim-Tex. As with any building materials trade show,…

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Stop Wasting Money on Building Materials Sales Samples

Selling samples are an important to the success of many building materials companies. They can also be very expensive. For some companies, the sample program is the largest item in…

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Thought Leadership in Building Materials

If I Can Be a Thought Leader, So Can You or Your Company I was recently recognized by Michael Gass of the consulting firm Fuel Lines as an example of how…

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The Building Materials Sales and MarketingKnowledge Bank

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