Sales
The obsession with the balance sheet and making their numbers every three months hurts many building materials companies. It makes them an easy target for stolen sales and stolen customers….
The most common complaint I hear from builders, architects, dealers and contractors is that building materials companies and their sales reps don’t understand them, and those customers will give high…
Most building materials companies think they are, or should, be batting 1,000. The reality is that very successful companies, like professional baseball players, are only batting .333. Your customers have set…
I have worked with many building materials sales people and learned what the rock star salespeople have in common. Before developing a marketing strategy or program, I spend time with…
This post is more of a personal message instead of my usual, more direct, advice on building materials sales and marketing. Often, when I share my observations and recommendations, I…
How to Break Out from “How We’ve Always Done It” for Real Growth The wood in this photo reminds me of how so many building materials companies and their competitors are…
