Sales

Building Materials Customers Are Not All the Same

I recently asked a home builder to tell me the biggest misconception building materials companies have about builders. He told me that “Building materials companies see all builders as being…

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Why Building Materials Companies Look Stupid When They Use Smart Tools?

CRM platforms like Salesforce and marketing automation programs like HubSpot can be amazingly effective sales and marketing tools. It won’t be long until every company will need to master these…

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Take Off Your Blinders to Grow Your Building Materials Sales

Many building materials companies focus on a single type of customer. They ask me questions like “How can I sell builders on my product?” or “How can we convert more…

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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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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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