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
Be a finisher
Some LBM sales professionals feel that finish carpenters are the prima donnas of our industry. Unlike framing carpenters, the finisher has exacting expectations and demands.
Sales & Marketing
Take ownership of credit
Great sales leaders treat credit as an integral part of the sales process rather than an obstacle to success.
Sales & Marketing
Sales coaching is like golf instruction
Sales coaching, as I see it, is not really a lost art, but more like a secret and elusive skill which has never been found by most sales managers.
Sales & Marketing
Choose your response
I say each individual can use this challenging time as a test of their ability to choose their response to adverse circumstances.
Sales & Marketing
Face the resistance
You don't have to “overcome objections.” This is the conclusion I reached many years ago in spite of the standard sales doctrine which insists it is a vital step in the sales process.
Sales & Marketing
Plan your sales journey
You don't close sales deals in the LBM business; you open relationships.
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Sales & Marketing
Stop making selling hard
The advantage of being an LBM sales representative is that you sell products customers need and are guaranteed to buy. The job is half done for you.
Sales & Marketing
Lessons in history
I’m not so sure history repeats itself as much as people repeat the same mistakes. Therefore, as we enter 2020, it feels like a good time for a history lesson in sales to avoid the mistakes of the past.
Industry News
Build a sales talent funnel
If you want to build a quality sales team, you have two routes to choose. One is to hire and hope, and the other is to build a funnel of talent from within. Of the two options, the latter has proven to be more successful.
Sales & Marketing
Coaching in the sales field
Inspect what you expect. It’s an old rule of leadership and yet, many managers never take the time to follow this simple piece of advice when it comes to managing outside sales representatives.
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