Sales

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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Wasted Efforts in Building Materials Sales and Marketing

More companies are investing in CRM, marketing automation and other programs to make their sales and marketing more efficient. These are powerful tools, but only if you use them in…

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The Problem with Product Knowledge in Building Materials

Knowledge is a good thing. The challenge is knowing what types of knowledge have the most value. That’s the problem with product knowledge. Building materials sales and marketing people often…

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What Building Materials Companies Can Learn from Katerra

Working in this industry can be frustrating. Many building material companies really do have a better idea or product than their competition but they can’t figure out why more customers…

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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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