Poor Lead Management in Building Materials

Many building materials companies measure the performance of their marketing by the number of inquiries or leads they receive. I often hear comments like: “We got 120 leads from the…

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There’s No Best in Building Materials Sales. There’s Only Better.

One of the things I have learned in advising building materials companies is that there are no hard and fast rules. A lower price does not mean your sales will…

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Why Is Most Building Materials Marketing So Ineffective?

Building materials salespeople are continually learning and improving. Day in and day out, they deal with customers and learn firsthand is working and what isn’t. They learn what types of…

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Wasted Efforts in Building Materials Sales and Marketing

More companies are investing in CRM, marketing automation and other programs to make their sales and marketing more efficient. These are powerful tools, but only if you use them in…

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Do You Have More Sales to Gain or More to Lose?

As soon as a company achieves a certain level of success, they start looking down rather than up. They start believing they have more to lose than they have to…

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What Building Materials Companies Can Learn From Warren Buffett’s Recent Letter to Shareholders

Warren Buffett’s annual shareholder letter provides two valuable insights for building materials companies. Now that Berkshire Hathaway is very invested in the construction and building materials industry, his insights are even more…

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