I constantly run into situations where building materials sales people are not in alignment with the objectives of their companies. This also means that a lot of the marketing expenditures…
Each month a special guest speaker and I will be hosting a free webinaron a subject of interest to building materials sales and marketing people. Sales subjects will include how…
Carlos Quintero and I just coauthored a new book on sales in the building industry. Carlos is a building materials sales expert from the firm, Sales Effectiveness. Our new book,…
Building materials customers want more than a good product at a good price. Here are the three key things contractors, builders, architects, dealers, distributors and even big boxes want from…
McKinsey & Company did a study * of the changes in B2B purchasing decisions. As usual, this is a very well researched and written report from McKinsey. After reading it, I…
Too many building materials conversion sales calls don’t result in an order. Your success rate will always be lower than you’d like, but it can be much better. I am…
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