Tag: Sales Performance
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Every Sales Climb has a Crux
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. It’s been nearly a decade since the release of the documentary Free Solo which chronicles Alex Honnold’s attempt to climb the 3,000-foot face of El Capitan in Yosemite National Park. Free refers to the…
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How a Stroke Taught Me Rejuvenation Is a Skill—and Made Me Better at Sales
Like many of you, the first quarter of the year starts with a flurry of activity. For me, that includes a lot of travel. I won’t list the airports, miles, or nights away from home—because you don’t care, and this isn’t a humblebrag about how hard I’m working. This is about what it reminded me:…
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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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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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