A salute to the uppercase Order Taker
Don't underestimate the order taker. It took me a while to accept this valuable idea because, early in my career, I kept feeling guilty after...
The invisible inside sales rep
Service means completion and getting things done. Every LBM dealer proudly boasts of the service they provide to ensure the satisfaction of the customer....
How to properly onboard a new customer
There is an old saying that, “you only get a last chance to make a first impression.” Truer words were never spoken when it...
Don’t forget to think inside the box
In recent articles, I’ve offered contrarian concepts such as prospecting with a sieve instead of a funnel; or planting seeds instead of hunting. This...
Stop whining about sales problems
Got a sales problem? Then fix it, fire it or ignore it. At least stop whining.
These are the words I use as my mantra...
Hunting for sales leads? Try farming instead
I like challenging you, our LBM Journal reader, with contrarian concepts such as the suggestion to replace the sales funnel with a sales sieve....
The sales funnel is really a sales sieve
One of my least favorite prospecting metaphors is the sales funnel because it implies that, sooner or later, everything you put into it comes...
From product peddler to sales concierge, Part III
• Part 1
• Part 2
Part 3
Be a business development consultant to develop sales.
If you think builders build for a living and remodelers remodel, think...
From product peddler to sales concierge Part II
• Part 1
• Part 3
Part 2
The housing crisis of the previous decade forced LBM dealers to cope in a multitude of ways. Among the...
From product peddler to sales concierge
Part 1
• Part 2
• Part 3
A funny thing happened on the way to the world of the modern LBM Dealer. The role of the...