Sales
Is your sales presentation worse than you realize? If it is, you wouldn’t be alone. I work with building materials companies that want to grow their sales. When they hire…
Just like we’re not attending trade shows, most companies aren’t holding traditional sales meetings. To stay on top of things, many of them have moved those meetings online. In the…
Many building materials companies are exceeding their sales plans, even with the effects of the Coronavirus. This extra business is coming from both existing and new customers. Growth is a…
Most building materials companies focus on telling customers why their products are better. That works, but only if the customer is already looking to switch to a new product. Most…
I met with the president of a large one-step distributor with hundreds of locations. There was one question I was itching to ask him. “What can a company do to…
One of the biggest mistakes building material sales and marketing people make is promoting the wrong benefit to the wrong audience. When companies improve on a product, it’s almost always…
