Tag: LBM Sales
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I Caught Claude Using the Same Writing Trick 41 Times
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights. My colleague Claude helps me edit and proofread what I write. He’s knowledgeable, quiet, and fast.Not much personality, but he’s trying. He provided me with this feedback on Tuesday…
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The Price Sensitivity Trap
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights Summer 2011.I was a purchasing manager at Pulte Homes. I barged into the office of my colleague, Andrew Cooper, after realizing something about myself. “You ever find yourself negotiating…
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Why US LBM’s AI Announcement Should Get Your Attention
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights The holiday is coming, so I’ll keep this brief. 1. A reminder about the value of training Steven Pressfield, my favorite author/philosopher, recently shared this post last week that’s…
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Deliver Value First? Absolutely. But There Are Levels to This Stuff.
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights “I’m thinking about writing a newsletter this week about the rapper Meek Mill,” I announced to my sons as I strolled into the kitchen. “What do I need to…
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Bonus Tool: Download Your Sales Business Plan
Most LBM sales planning conversations are quantitative. Managers hand down revenue numbers.Reps glance at them and nod.There’s a discussion around existing accounts.Everyone then heads off in different directions. Little time is spent answering a more important question: How are you actually going to make that happen? This Sales Business Plan tool takes that largely quantitative process and makes…
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My Competitive Stupidity Complex
I stink at golf. And the reason is obvious: I don’t practice it. That’s fine, my golfing buddies tell me. Just play to have fun. Unfortunately, I suffer from what experts call Competitive Stupidity Complex (CSC). While I don’t practice golf and have no reason to expect to hit the ball straight, my mind races…
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“What Am I to You?” The Positioning Question That Changes Everything
In 2005, I was a Project Manager at Pulte Homes. The cracks in the foundation of the housing industry had yet to appear and we were closing two homes every day. Part of our positioning was an exceptional customer experience. Every step of the way was thoughtful, choreographed even. This is how I came to…
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Stop Selling Products. Start Protecting Projects.
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights. Builders don’t wake up thinking about products. They wake up thinking about their permits, weather delays, irate customers, and the flukey electrician showing up on time. I remembered all…
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How a Former Superintendent Somehow Raised $300,000 to Make a Movie.
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights. My relationship with Jack Kennedy was forced upon me. By my project manager at the time, Lenny. “Jack needs help,” he said. “Train him.” Jack had arrived at our…
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The Mendoza Line
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights. After the fourth bubble mailer arrived in two days with an eBay logo, my wife was forced to ask. “Do I need to be concerned with this?” No,…
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