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Behind Your Back

The Leery Lumberman’s Guide to Social Media

Behind Your BackIn 2008, a General Manager of an independent LBM firm called me. He was under attack. “I need your help! Marketing keeps...

How to Call B.S. at Work…and Have People Love You For It.

“BRADLEY, I GOTTA CALL B.S. HERE.” I hired two interns this summer specifically for this reason—to challenge my thinking with their casual combination of...

How to Rig the Carnival Games of Life in Your Favor

Matt Lauer, Savannah Guthrie, and The TODAY Show recently investigated the legitimacy of carnival games. I know this will shock you—the games are rigged.Chances...

Darkness on the Edge of Sales

I RECENTLY LISTENED TO A “WAITING BY THE PHONE” segment on the radio. You know the scenario—guy meets girl, they go on a few...

The Future of LBM Training (and the future is now): PART II

Click here to read part 1 of this article series.Several years ago, Mike Rowe was hired as a pitchman by Ford. Rowe was well...

The Future of LBM Training (and the future is now): PART I

"If he gets hit by a bus tomorrow," the Operations Vice President said, a cordial MBA-type in his early-forties, “we’re all screwed. All the...

Prospecting, Selling and Cher-ing: Takeaways from IBS

While in Vegas for the International Builders Show, I saw a poster for an upcoming Cher concert. It cited Cher’s reign there. She dominated...

Three Inquiries to Improve and Impart Insight

The Salesman in my office was baffled. His eyes dilated, unflinching. His face slack jawed to the extent I saw his adenoids. Slowly his...

BEHIND YOUR BACK: The Sales and Purchasing Bookshelf

Seven don’t-miss business books for buyers and purchasing managers (and you).Exactly one year ago this column first appeared in these pages along with the...

Being Bill Belichick: Talent Evaluation and the Personal Win

I don’t particularly care for New England Patriots coach Bill Belichick. The distressed hooded sweatshirt with the DIY sleeve removal. The self-righteous disdain for...

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