Sales

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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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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