Tag: LBM Sales
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Listener Mailbag! Builders Too Busy to Even Listen to My Value Prop.
From Chuck in the Great North:My sales team and I struggle to have builders even consider our proposal / value proposition. I agree we need to “deliver value first,” but to articulate that value, you at least need 15 minutes of quality time with a prospect. Our problem is that builders have no available time.…
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Ask for what you want.
Too often we’re afraid to ask for what we want. We’re afraid of being judged. We’re afraid of hearing the word no. We’re afraid of pure indifference. This is hard-wired into human nature and it’s part of why selling is so hard. But if you firmly believe in what you’re selling AND you’ve delivered value first, then there’s no reason…
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The Sales Metrics You Should Make Public Monthly
Reader Mailbag Q&A! Question: We pride ourselves on maintaining a strong, positive culture. For that reason, we haven’t historically published sales figures. Should we? Answer: I believe you should. And here is why. Years ago, my Division President at PulteGroup, Pat Beirne, drilled one truth into our heads: Sales drive the business—and salespeople are accountable. Barrel-chested with a helium-tinged voice,…
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How to Pick Up The Phone with Confidence
As a general rule consistent with our tagline—Deliver value first—we don’t kick off the week with self-promotional content UNLESS we are also sharing one of our most practical sales tools: The RRI Framework. This one-page PDF helps LBM sales professionals pick up the phone with purpose and confidence. The framework is simple: Name a ReferralLead with credibility and establish…
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The 10 Commandments of LBM Sales Excellence
Two weeks ago, I joined a call with a sales manager and his owner. Within two minutes, we heard what you’d expect: • We’re slightly behind year-over-year board footage• Commodity pricing is down• Rates remain up• Tariffs are helping no one• I’ve got 8 reps reporting to me—7 are behind pace Nothing surprising there.What followed…
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It’s Not FOMO Builders Are Afraid of—It’s This.
Earlier this month at LBM Strategies 2025 in Nashville, I had the privilege of delivering a keynote on the craft of selling with a panel discussion immediately following featuring three local custom home builders: Hugh Nelson, Founder of Kingdom BuildersPaul Hammond, Founder of Hammond & BrandtJoey Donnelly, Founder of Donnelly Timmons & Associates Each of these leaders runs a thriving business in…
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Listener Mailbag: Use of AI in Selling Efforts
Question:Hi Bradley, there’s a big debate within our sales team about using artificial intelligence in sales. Some people have strong opinions, others have none. Are you using AI? If so, how, and what’s proven most useful? Answer:Yes, I use AI every day. But before diving into the tools, it’ll be helpful to revisit how humans…
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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 deals—without competing on price. 🎧 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…
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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 deals—without competing on price. 🎧 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.…
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The Craft of LBM Sales Podcast: First Six Episodes You Can’t Miss
New Podcast Out Now: The Craft of LBM Sales Sell value, drive builder profit, and win more deals—without competing on price. 🎧 Apple Podcasts | Spotify We’ve 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…
The Craft of LBM Sales 