8 Tips for Selling Building Materials to Architects

I returned from the AIA show recently and I’m still shaking my head at some of the things I saw. It’s a great conference – if you’re an architect. If…

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Why Building Product Companies Should Stop Exhibiting at the AIA Show

I just got back from the AIA Show in San Francisco. I went there for two reasons. First, I wanted to see if San Francisco really is as bad as…

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Why Building Materials Sales Presentations Are So Bad

I’ve gone on more sales calls than I can count. I’ve seen building materials salespeople try to sell every type of product to every type of customer – architects, distributors,…

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All These Pesky Young People in Building Materials

I’m a Baby Boomer who has been in the industry for a while now. I’ve seen sales evolve alongside new technology and adapt to changing customer expectations. I’ve also seen…

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How Your Website Is Hurting Your Building Materials Sales

Every month, I talk to several building materials companies who have the same goal. They want to grow their sales and they’re looking for an impartial third party to tell…

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A Smarter Way to Sell Commercial Building Materials

If you sell commercial building products, you’re familiar with all the tricks and techniques that will help you earn architectural specifications. You could try calling on architects directly, but you…

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