Sales
When I’m helping building materials companies grow their sales, one of my favorite exercises is to ask their salespeople two big questions. The first question is, “What could the company…
The challenge for building materials companies in 2018 will be complacency. Unless something changes, we will keep seeing a growing demand for building materials. And this growth will come at…
Most building materials companies settle for less growth than they could achieve. They have a product that gets used on a regular basis, so they aren’t trying to change the…
Four Ways to Improve the Productivity of Your Salesforce Sales is about selling, yet many building materials companies seem to work with a different definition. In some companies, salespeople spend most…
It’s too bad there isn’t an asset for customer value listed on the balance sheets of building materials companies. Maybe then they would pay more attention to this important metric….
One frequent mistake that building materials companies make is looking at the whole country like it was one big market. It simply isn’t. And when you step back and look…
