Training

  |  Posted in Sales

Are Your Sales People This Bad?

The performance of building materials salespeople continues to decline. It’s getting so bad that your contractor, builder and architect customers are now reaching out to me to share their horror…

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  |  Posted in Sales

Becoming a Trusted Advisor in Building Materials

If you want to become more successful as a building materials salesperson, marketer or company, consider reinventing yourself. When you see or define yourself this way (salesperson, marketing person, company),…

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  |  Posted in Sales

What Makes a Building Materials Sales Rock Star?

I have worked with many building materials sales people and learned what the rock star salespeople have in common.  Before developing a marketing strategy or program, I spend time with…

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  |  Posted in Sales

Your Sales People Might As Well Be Naked

As a building materials manufacturer, your customers are getting larger.  Part of getting larger means that their buyers are better negotiators than your sales people. Without better negotiating skills, your…

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  |  Posted in Podcast, Sales

Building Materials Sales Excellence

This is a transcription of my podcast.  As this is a transcript, you’ll have to deal with any grammar, typo or punctuation issues. It’s more like two friends having a…

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  |  Posted in Sales

How Ignorance Can Beat Experience In Building Materials Sales

I frequently see experienced building materials sales people hit a barrier or a plateau that stops their sales growth.  Or they are unsuccessful when they try to sell a new…

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