Insights for Building Materials Companies

Suggested New Year’s Resolutions for Building Materials

This time of year, many of us are making resolutions to improve our personal lives. We should be doing the same for our businesses. If you’re a business leader who…

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How to Combat Value Engineering in Building Products

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…

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Finding the Right Way in Building Materials Sales and Marketing

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…

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New Selling Skills in Building Materials

Traditionally, the best salespeople have been the ones viewed as hunters. All you have to do with a hunter is show them a prospect and get out of their way….

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Why Building Materials Companies Are Disconnected From Their Customers

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…

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Your Forgotten Salespeople in Building Materials

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…

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The Building Materials Sales and MarketingKnowledge Bank

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