Sales

Time to Retire Sales Funnels in Building Materials

The Sales Funnel is a great tool. Since its birth in 1898, it has helped countless companies improve their sales and marketing performance by helping them deliver the right sales…

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Ignoring Customers’ Needs in Building Materials

When we want our businesses to be better, we take the needs of our customers very seriously. But when business is good, we often put the needs of the company…

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Poor Lead Management in Building Materials

Many building materials companies measure the performance of their marketing programs by the number of inquiries or leads they receive. When I ask how well their marketing is doing, I…

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Leapfrog Your Building Materials Competition in 2020

“Isn’t it time you did something different? It is 2020 after all and construction technology and methodology have moved on a lot in the last 20 years.” Gerard “Gerry” McCaughey, CEO…

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How to Combat Value Engineering in Building Products

Value engineering is one of the most dreaded terms in commercial building materials sales. You can invest a lot of time and effort meeting with architects and getting your products…

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Finding the Right Way in Building Materials Sales and Marketing

Many building materials companies assume there is a right way to grow their business. They pursue that single way as if they’re following a rulebook or obeying some imaginary traffic…

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