Dec 14, 2018
In episode 54 we take you inside a national home builder to better understand how to attract attention, create interest, and build trust with the individuals responsible for buying decisions. Matthew Schmidt is the Strategic Sourcing Director at PulteGroup and he opens up about the best (and worst) ways sales...
Dec 6, 2018
At 35 years of age with more than 20 years at Zeeland Lumber and Supply in Michigan, AJ Konynenbelt is an LBM unicorn. AJ is a Millennial who has earned his way onto the Executive team as a VP of Sales and as you'll hear, he is just as comfortable coaching Baby Boomers on interpersonal sales skills as he is...
Nov 29, 2018
Last month at the NLBMDA conference in Chicago I met up with the association's out-going chairman and CEO of Franklin Building Materials, Rick Lierz. Rick shared his experience learning at the Disney Institute and how it shaped the process of editing Franklin's mission statement. We talked about developing a...
Nov 23, 2018
No one likes to be rejected — to hear the word "no". Salespeople included. Yet the ability to anticipate and navigate around rejection is the hallmark of high-performing salespeople, especially when prospecting. When sales reps are busy — and hey, when are you not busy? — prospecting often gets pushed...
Nov 10, 2018
To celebrate episode 50, we interviewed a special guest — host Bradley Hartmann's father, Scott Hartmann, to discuss the most important lessons he learned after 4 decades in the lumber and building materials business. Scott spent his career leading and coaching sales teams. He offers insights into some of the...