Tag: Sales Management
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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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Your Sales Team Is in Drop Shock
The Hartmanns of Elgin, Illinois were not a camping clan. That changed exactly once—May 25th, 1988—when my father came home and announced, “There’s a tent in the back of the van. Drag it into the backyard. We’re sleeping outside tonight.” My brother, sister, and I sprinted to the driveway.For non-camping kids like us, this was…
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The Jerry Jones Problem: Why Sales Managers Who Still Sell Suppress Team Performance
Today’s newsletter is my January column in the LBM Journal magazine. Jerry Jones isn’t a cowboy; he’s a salesman. He’s a dealmaker, a gambler, and a showman. He’s the only NFL owner with a weekly radio show—just one aspect of his omnichannel approach to staying in the spotlight. As he once put it: “The Cowboys are a…
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How Smart Sales Managers Replace Gossip With Growth Using the GOST Framework
Sales Manager Question: We sent part of our sales team to a regional LBM show in December, expecting the usual shot of energy and ideas. Instead, they came back with a bunch of pessimism, negativity, and gossip from the event floor. Add in the recent Venezuela headlines and uncertainty, and this negativity seems to be sticking.…
The Craft of LBM Sales 