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...
Nov 5, 2018
In episode 49, we leverage the movie, "The Usual Suspects," to bring a single sales cliché into focus because of its destructive ability to thwart prospecting efforts in their tracks. And yet, this very same cliché is also underutilized in personal development and potential mentoring situations. What is this...