Rick Davis
Rick Davis is the President of Building Leaders, the leading supplier of sales training to the construction products industry.
Latest Articles
Sales & Marketing
Fear or learning—what’s your environment?
Columnist Rick Davis helps readers answer the question, "Is your sales culture one of fear or is it a learning environment?"
Sales & Marketing
Order Takers Anonymous
Columnist Rick Davis reflects on being an order-taker and why he believes all salespeople should be one too.
Sales & Marketing
The 30-Year Dialogue
Columnist Rick Davis reflects, "I’m always reminded that the people I am shaking hands with are the ones I first met 30 years ago."
Sales & Marketing
Sales fallacies
The history of sales theory has been fraught with gimmicks and trite sales axioms, usually designed by peddlers of sales theory.
Sales & Marketing
Disciplines of Market Leaders
Columnist Rick Davis says, "At this month’s 2024 LBM Strategies Conference, my keynote topic will share insights into 'The Disciplines of Market Leaders.'"
Sales & Marketing
Feature-Benefit Yawn
Columnist Rick Davis says, "For many years, the prevailing theory of sales presentations has emphasized 'feature-benefit' selling. To that, I say, 'Yawn.'”
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Sales & Marketing
Make the gratifying choice
Sales success is a competitive endeavor, and part of the war is being fit enough to endure in the heat of battle.
Sales & Marketing
Zone coverage
Columnist Rick Davis says, "Zone coverage is the team concept managing accounts within your branch organization."
Sales & Marketing
One-on-one coverage
Columnist Rick Davis says, "The sales profession is one-on-one coverage. It’s as simple as that. Your competition isn’t the other company; it’s the other salesperson."
Sales & Marketing
I’m sick of the pain
Columnist Rick Davis says, "I’m tired of hearing about the pain. One salesperson after another insists that you must 'find the pain.'”
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