May 31, 2018
The 2018 ProSales 100 list was released recently: "Dealers are generating more revenue with comparatively fewer resources even as they invest for future gains." To dig deeper into the insights and further question your own business in light of this year's data, Craig Webb, editor-in-chief of ProSales, joins the Behind...
May 24, 2018
When coaching sales teams, inevitably the selling/buying process for cars comes up. Everyone has been on the buy side and earned a war story or two. Or three. And yet, there are sales similarities between vehicles and lumber and building materials—both call themselves Dealers, both interact and negotiate with B2B and...
May 18, 2018
Aman Khan, founder and president of Houston's Titan Homes, launched his home building business in 2004 has grown Titan Homes to seventeen multiple unit projects totaling close to $60M in sales. In this episode, Aman shares insights about the value of referrals from suppliers looking to earn his business, why long-term...
May 11, 2018
It's been said only babies with wet diapers enjoy change. This week’s guest, Jim Sobeck of New South Construction Supply in Greenville, South Carolina, kindly disagrees. Sobeck is one of those rare people who loves change. Jim was the VP of Sales for Builder Marts of America before becoming the CEO of...
May 2, 2018
In the sales profession, the phrase "deliver value first" is bandied about frequently. When was the last time you truly evaluated the methods in which you deliver value first — in your prospecting efforts or when individuals in your market research you online? In this episode we'll share specific tactics sales reps...