Sales

Selling Building Materials Online

A major building materials company is looking for a VP of eCommerce. I assumed they were going to start selling their products online like many other companies. I was wrong….

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How to be Successful With Independent Sales Reps in Building Materials

Most building material companies do a poor job of working with independent reps. In the beginning, when they want more sales, they see independent reps as a sales force with…

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Bad Habits in Building Materials Sales

Building materials companies work hard to get that first order from a customer. When the customer doesn’t continue using their product, they wonder why. The reason is that most companies…

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There’s No Best in Building Materials Sales. There’s Only Better.

One of the things I have learned in advising building materials companies is that there are no hard and fast rules. A lower price does not mean your sales will…

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The Easy Button in Building Materials

Many building materials companies make it hard for their channel customers to do business with them. Builders, architects, contractors, distributors, and dealers are all understaffed, overworked, rushed and under pressure…

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The Ultimate Guide to Selling Facilities Managers

More and more building material companies are realizing that facilities managers play an important in selecting the products that are used in the buildings they manage. While manufacturers have recognized…

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