Sales
“Isn’t it time you did something different? It is 2020 after all and construction technology and methodology have moved on a lot in the last 20 years.” Gerard “Gerry” McCaughey, CEO…
Value engineering is one of the most dreaded terms in commercial building materials sales. You can invest a lot of time and effort meeting with architects and getting your products…
Many building materials companies assume there is a right way to grow their business. They pursue that single way as if they’re following a rulebook or obeying some imaginary traffic…
I love this quote from Tim Rethlake, Vice President Sales Enablement, Hearth and Home Technologies. (I also love his title!) “Most sales onboarding programs are the new rep being taught…
Whenever I work with a building materials company, I look for any assets they have but aren’t using. These assets don’t show up on a balance sheet, but they are…
A major building materials company is looking for a VP of eCommerce. I assumed they were going to start selling their products online like many other companies. I was wrong….
