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You can break down your prospects into three categories. There are the ones you have a good feeling about. If you put in the work, there’s a decent chance you…
This is part two of my series on being more successful with fewer salespeople. Be sure to check out part one if you haven’t yet. We might eventually need a new name…
This is part one of a multiple-part series on improving the performance of your field salespeople. Salespeople are essential to the success of any building materials company. However, we’re past…
If there’s one message I keep repeating to my readers, it’s the importance of knowledge. If you want to succeed in building materials, you need to do your research, never…
Becoming a great salesperson takes work. Even people with a knack for selling still have to hone their skills, learn new techniques and field test different strategies. The best salespeople…
Research is an incredibly powerful tool. No matter what you’re trying to achieve, your goals will be easier to reach if you have the data needed to make informed decisions….
