Sales

  |  Posted in Marketing, Sales

Patience in Building Materials Sales

Calls to action are one of the most effective ways to grow your sales. The most effective calls to action entice your prospective customer by offering some information that is…

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  |  Posted in Sales

Hardest Sale in Building Materials – Part 2

There was so much interest in and so many comments on my post on the hardest sale in building materials that I decided to continue it with a Part Two….

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  |  Posted in Sales

The Hardest Sale In Building Materials

The hardest building materials sales call is the one you make to convert a customer to your product. You have a better product, so you think customers will be interested….

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  |  Posted in Sales, Strategy

Right-Size Ponds in Building Materials

The accepted wisdom is that is better to be a small fish in a big pond. This advice is aimed at those companies who are a big fish in a…

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  |  Posted in Sales, Strategy

Vulnerability of Leaders in Building Materials

If you’re a leader in your category of building materials, I’ve got bad news for you. You’re probably in trouble. Your future is at higher risk than you realize. If…

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  |  Posted in Sales

Are Your Sales People This Bad?

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…

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