Insights for Building Materials Companies

Time for Building Materials to Go All-In on Virtual Selling

Virtual sales are here to stay. Even when business travel, showing up at the office, trade shows, sales meetings and in-person sales calls return, virtual communication will be part of…

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12 Reasons Your Building Materials Sales Messages Are Ineffective

A building materials sales message is how you describe your product and the reasons you believe it is the better choice. That message should be used in sales calls, trade…

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11 Things That Changed Since I Wrote My Book on Building Materials Channel Marketing

In 2013, I wrote Building Materials Channel Marketing based on 30 years of experience in an industry that has always been very slow to evolve. Well, the industry has changed…

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Why Building Materials Companies Should Not Sell Online

A number of building materials companies consider selling directly to their customers. They want to capture the margin they share with dealers, distributors and Amazon. Their biggest worry is channel…

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3 Biggest Mistakes Building Materials Companies Make

Over the course of my 35-year career working with hundreds of building material companies on thousands of projects, I’ve found that there are three basic problems that hold back growth….

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Reducing Risk To Make Sales Easier

Reducing Risk To Make Sales Easier With Ray Ziganto, Allison DeFord, Mark Mitchell, Mark Roberts And Chris Luecke Thank you so much for joining us for Sales and Marketing Game…

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The Building Materials Sales and MarketingKnowledge Bank

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