Sales & Marketing
Latest Articles
Finance
How much do you need to explain when denying credit?
People often confuse the rules of B2B credit, which is governed completely differently than consumer credit.
Sales & Marketing
In sales, it’s all about your beliefs
The reality is not that markets are different, but instead that you behave what you believe.
Finance
How to know when you need credit protection
I like having options. Options help my company make sure we get our money.
Sales & Operations
If quoting isn’t selling, what is?
On your first several sales calls, the objective is to earn trust and respect.
Industry News
Building good LBM salespeople
Stop trying to find good salespeople. Just find good people and then build a salesperson.
Finance
When to ask for an updated credit application
The topic should be part of your overall best practices discussion and included in your credit policy manual.
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Sales & Marketing
Define your sales brand
What's your sales brand? If you’re like most, you probably believe you’re the ideal salesperson who “partners” with your customers in a special way.
Finance
Thwarting threats on collection calls
How do you respond to a customer who threatens to “tell on you” to their salesperson?
Sales & Marketing
Work hard. It’s the smart thing to do.
In a few months, there is a good chance you’ll be looking back to the 4th quarter of 2022 and wishing you had prospected more.
Finance
Starting up a lien program
I read a quote that loosely repeated said, “If it brings you no joy to tell a friend something painful, you are a true friend.”
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