Tag: Prospecting
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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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How to Be Confident in Sales – Regardless of How Long You’ve Been Selling
New Podcast: The Craft of LBM Sales Built for LBM sales pros who want to stop competing on price and start closing more profitable deals with confidence. Story-driven, practical episodes (8–15 minutes) drop every Monday and Wednesday to help you sharpen your craft, prove your value, and win more high-margin sales. 🎧 Listen now on Apple…
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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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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,…
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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. Here’s 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…
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How to Goose Sales in 30 Days—No Excuses, No Cold Calling
Q: I’ve got a young sales rep who’s struggling. Corporate leadership hinted he may not be flying with the flock much longer, but I believe in him. He’s proven he can sell but he doesn’t have much time. Any tactical ways to goose sales in the next 30 days and get him off the radar? A: Geese are obnoxious and arrogant creatures on the…
