Tag: OSR Academy
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Could You Earn a Spot on This Luxury Builder’s Team?
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 first thing you need to know about luxury builder Erin Stetzer is that she’s an athlete. Like, a real one. Full-ride scholarship to Fairfield for hoops.Toured on the LPGA.Completed an…
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Joel Fleischman Happy Hour Podcast
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss aThursday edition packed with practical sales insights. If aliens landed tomorrow and wanted to meet the people who drive change and innovation in the LBM industry, my top-five list would include Joel Fleischman. If those same aliens…
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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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7 Counterintuitive Tips on Time Management
Planning your goals for the week, time blocking your schedule, and executing with ruthlessness are where you will separate yourself from everyone else. In the OSR Academy, our 12-month online/offline sales development program that includes attendance at our annual Sales Fundamentals Workshop in Fort Worth, each student submits their Weekly Game Plan to us every week. Why such accountability?…
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