Tag: LBM Sales
-
The 4 Essential Sales Books Every LBM Pro Needs on Their Shelf
New Podcast Out Now: The Craft of LBM Sales Sell value, drive builder profit, and win more dealsâwithout competing on price. đ§ Apple Podcasts | Spotify On episode 9 of the Craft of LBM Sales Podcast (Have you subscribed yet?), author and publisher Todd Sattersten joined me to talk about the four essential books every sales pro should have on the…
-
Taking the High Road: What Adrien Nunez Taught Me About Sales
New Podcast Out Now: The Craft of LBM Sales Sell value, drive builder profit, and win more dealsâwithout competing on price. đ§ Apple Podcasts | Spotify I expect my kids to pay attention when I wax philosophically about The Beatles, The Rolling Stones, or Bruce Springsteen. I expect them to take notes, ask questions, and nod in agreement.…
-
The Craft of LBM Sales Podcast: First Six Episodes You Canât Miss
New Podcast Out Now: The Craft of LBM Sales Sell value, drive builder profit, and win more dealsâwithout competing on price. đ§ Apple Podcasts | Spotify Weâve launched a new podcast built for LBM sales pros like you who want to close deals faster, at higher margins, through stronger pipelines, with less wasted time. And yes, we were…
-
Most Sales Reps Wing It With Objections. Thatâs Exactly Why They Lose.
This sales pitch went down last night after I picked up my 13-year-old from baseball practice. It started near the bleachers at approximately 8:47 pm, carried through the parking lot, and followed us out of the Oak Grove Baseball Complex. Son: Chipotle?Me: No. You had Chick-fil-A after school.Son: That was five hours ago.Me: One fast food meal per day.…
-
From âDonât Shoot the Messengerâ to Differentiated Market Leader: A Smarter Way to Deliver Price Increases
As price increases keep landing like a giant belch in church, your community of buildersâclients and prospects alikeâwill wave off the stale air of âloyaltyâ and start shopping again. The good news: Builders whoâve ignored your prospecting efforts will now be far more open to your ideas. Track your efforts and double down. Nowâs the time…
-
How A Hollywood Producer and a Sci-Fi Genius Inspired a Sales Framework That Actually Generates Callbacks From Busy Prospects
Brian Grazer, the Oscar-winning producer, built his career on curiosity (and a crazy hairdo). He made a habit of scheduling âcuriosity conversationsâ with people outside of Hollywoodâscientists, politicians, and even astronauts. In 1986, fresh off the success of Splash, Grazer landed a meeting with the most prolific science fiction writer alive: Isaac Asimov. By then, Asimov…
-
How a Simple Probability Method Can Turn Sales Uncertainty Into Predictable Wins
Three weeks ago on a Friday afternoon, Cheryl Jacksonâour own Cheryl at Hartmann & Co., the one who helps sales reps keep their pipelines in orderâwas on a Zoom call with astruggling sales rep, Tim (not his real name). Two important facts: Twelve minutes into their thirty-minute session, Cheryl finished updating deals from Timâs current customers. Then she moved to prospects and began her…
-
20% for New Business
Imagine for a moment that at nineteen, you know exactly what your calling in life is. Unfortunately, itâs to be a writer. Unfortunate, because making a living from writing is nearly impossible. Thereâs a reason legends like Hemingway, F. Scott Fitzgerald, Jack Kerouac, and Hunter S. Thompson all struggled with alcoholism. In your 20s and 30s, you…
-
The One Number That Can Turn Around Any Sales Team: FAST Meetings
This particular acronym was born on a Zoom call Tuesday afternoon, July 1, with a 29-year-old outside sales rep in theCarolinas. He was four years into his careerâtwo strong COVID years followed by two tough ones. In 2025, tasked with opening a new market, he was floundering. âI havenât hit my monthly goal in nine months. Year-to-date,…
-
The Fastest and Cheapest Way to Immediate Differentiation
2025 is the 10th anniversary of my book, Behind Your Back: What purchasing managers say once you leave the room and how to get them to say yes. Hereâs an updated chapter from Part I: Rule 1.7: Unsuck Your Business Card.  Most business cards are boring, lame, reek of corporate compromise, and are ultimately forgettable. After collecting hundreds of business cards from all over the country, I remember…
The Craft of LBM Sales 