New Employee Training #32
Most building materials companies do not take the time to train their new employees properly. The result is that it takes them over a year until they really understand their job and can add value to your company.
13 Sep 2018
How to Sell Architects #14
Learn how to more effectively sell to architects and set yourself apart from the competition.
21 Jun 2016
How to Sell Contractors #12
Join John Sonnhalter and myself as we share how to best reach and sell building materials contractors. Contractors are one of the most important customers for building materials companies. They are also the hardest to change and to reach. We show you how to reach and sell contractors. John is from the Sonnhalter agency who specializes in helping companies sell to tradesmen, (contractors).
27 Apr 2016
Social Media and Building Materials #47
If you are not active on LinkedIn and Twitter you are making it harder on yourself and your building materials company to grow your sales. There are a large number of architects, builders, contractors, dealers and distributor companies and employees who are very active on LinkedIn and Twitter. There are many social media channels but I find that LinkedIn and Twitter are the leaders in reaching business to business customers.
11 Apr 2019
Most Popular Podcasts
How to Sell Building Products to Big Builders #17
An interview with Pat Wilkins who has over 30 experience in selling premium products to homebuilders. She has spent the last 15 years focused on selling to the Top 20 builders. She offers a lot of great information on how to approach, sell and keep a Top 20 builder. She also offers a lot of valuable advice to anyone selling building products.
4 Jul 2017
The Best Time to Gain New Customers #46
The building materials industry is traditionally resistent and slow to change. This is now changing making it a great time to convert customers to your products. New products are being accepted faster than ever before. Builders, contractors, architects, and owners are all looking for how to reduce waste and inefficiency. If you can show them how your products improve productivity, they want to hear from you.
4 Apr 2019
8 Keys to Success in 2019 #39
The 8 keys to successful sales growth in building materials sales.
10 Jan 2019
CRM Programs for Building Materials Companies #36
Every building materials company needs a CRM program. Unfortunately for most building materials companies their first attempt at CRM is a failure. On this podcast I cover the reasons why and how be successful with CRM
13 Dec 2018
Warren Buffet's Message to Building Materials #45
I found three key messages in Warren Buffet's 2019 letter to shareholders that building materials companies can learn from.
7 Mar 2019
Interview With Brian Weiss #16
Brian Weiss from Sales Effectiveness interviews me about building materials sales and marketing
7 Sep 2016
Building Materials Sales #13
In this episode, I interview Carlos Quintero of Sales Effectiveness, Inc, on his approach to helping building materials companies to improve their sales. Carlos is the co-author of our book, "How to Become a Building Industry RAINMAKER!" that is available on Amazon.
18 May 2016
More Effective Sales and Marketing Messages #25
Many building materials sales and marketing people do not put their product message in context. They start right out with the reasons why their product is better. If you don't put things in the context of the customer's situation, you are making them work too hard to figure out what you are saying and why they should care.
5 Jul 2018
Marketing Department Problems #42
The marketing departments of many building materials companies do not perform as well as they should. They function more as art studios who do what they are told instead of leading the marketing efforts with more effective programs.
14 Feb 2019
The Most Difficult Sale in Building Materials Part 1 #21
Why it is so difficult to convert customers like architects, contractors and builders and how to be more successful in making these difficult sales.
25 Apr 2018
How Focus Can Help You Grow Your Sales #40
The more you focus your sales on a type of building or customer, the more your sales will grow as the customer will view you as the best solution.
31 Jan 2019
What I Learned at IBS #44
I learned a lot at the IBS show about how the needs of builders and other customers are changing. Too many manufacturers are stuck in the past by promoting how their product is better, when the customer is not looking for a better product.
28 Feb 2019
Pricing and Profits for Building Materials #15
Gain a different perspective on pricing and profits. See what you can learn from other companies like Bose, Herman Miller and Renewal by Anderson about pricing.
31 Aug 2016
Visualization and Building Products #11
Jason Yana of Jason Yana Studios and I discuss the importance of correctly showing customers what your product looks like, how it installs and the problems it solves. There are many times when a photograph can't tell the story. In these cases, an illustration or an animated video is the best choice.
20 Apr 2016
Make it Easier for Your Customers #28
In this episode, you will learn how to make it easier for your building materials customers to buy from you by making it easier for them to understand what you are selling and why they should want to buy it.
9 Aug 2018
The Three Least Effective Words in Building Materials Sales #38
If you want to grow your sales, you need to work a little harder at your sales pitch than "Make More Money" . In this episode you'll learn the importance of helping your customer out by doing their homework.
3 Jan 2019