Tag: LBM Leadership
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Three Books Your Buyer Is Using to Negotiate Against You
The economic thrashing that was the Great Recession produced one unexpected upside for me: It scattered talented friends of mine all over the country. PulteGroup, like every other builder that survived that period, cut most of its headcount as it slammed the brakes on production. Many of the people I worked with there ended up…
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The Jerry Jones Problem: Why Sales Managers Who Still Sell Suppress Team Performance
Today’s newsletter is my January column in the LBM Journal magazine. Jerry Jones isn’t a cowboy; he’s a salesman. He’s a dealmaker, a gambler, and a showman. He’s the only NFL owner with a weekly radio show—just one aspect of his omnichannel approach to staying in the spotlight. As he once put it: “The Cowboys are a…
The Craft of LBM Sales 