Sales
The performance of building materials salespeople continues to decline. It’s getting so bad that your contractor, builder and architect customers are now reaching out to me to share their horror…
If you want to become more successful as a building materials salesperson, marketer or company, consider reinventing yourself. When you see or define yourself this way (salesperson, marketing person, company),…
I first came across the Law of Diminishing Returns in building materials in while working with one of my first clients. My assignment was to develop a strategy that would…
Some of these are focused on those common problems that never seem to change, kind of like those personal resolutions to lose weight (you won’t be the only one starting…
Whether your building product is for commercial or residential use, your goal should be to make your product indispensable. Customers should see it as a“Have to Have” instead of just a “Nice…
Do you know what’s wrong with your building product? Do you know the real or perceived concerns that customers have about it or your company? When I ask builders, contractors…
