Tag: LBM Sales
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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…
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Most Sales Reps Wing It With Objections. That’s 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.…
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From “Don’t Shoot the Messenger” 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 builders—clients and prospects alike—will wave off the stale air of “loyalty” and start shopping again. The good news: Builders who’ve ignored your prospecting efforts will now be far more open to your ideas. Track your efforts and double down. Now’s the time…
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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 “curiosity conversations” with people outside of Hollywood—scientists, 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…
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How a Simple Probability Method Can Turn Sales Uncertainty Into Predictable Wins
Three weeks ago on a Friday afternoon, Cheryl Jackson—our own Cheryl at Hartmann & Co., the one who helps sales reps keep their pipelines in order—was 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 Tim’s current customers. Then she moved to prospects and began her…
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20% for New Business
Imagine for a moment that at nineteen, you know exactly what your calling in life is. Unfortunately, it’s to be a writer. Unfortunate, because making a living from writing is nearly impossible. There’s a reason legends like Hemingway, F. Scott Fitzgerald, Jack Kerouac, and Hunter S. Thompson all struggled with alcoholism. In your 20s and 30s, you…
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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 career—two strong COVID years followed by two tough ones. In 2025, tasked with opening a new market, he was floundering. “I haven’t hit my monthly goal in nine months. Year-to-date,…
The Craft of LBM Sales 