Date: October 15, 2019
Time: 8:00 am – 2:30 pm (Lunch will be provided)
Location: Courtyard Marriott Cambridge | 777 Memorial Drive | Cambridge, MA
A link to the hotel for reservations will be included in your registration confirmation email.
Our hotel block is limited — register soon!
Check in will begin at 7:00 am on the day of the event.
WHAT IS THE LBM SALES MASTER CLASS?
Today’s construction supply business is more competitive than ever. Products and technologies keep evolving, and your customers’ expectations are rising. Do your salespeople have the strategies, tactics and skills they need to win in today’s market? LBM Journal is excited to announce an unprecedented sales training event to help you grow your sales, your business, and your brand.
- Powerful. For the first time ever, the LBM industry’s top three sales trainers—Rick Davis, Bradley Hartmann, and Bill Lee—will be together for state-of-the-art sales training.
- Affordable. It would cost tens of thousands of dollars for your company to hire these three experts for a day. Now, you can get a day of high-level training for as little as $299 per person if you register by August 15.
- Bottom-Line Results. Armed with fresh thinking on leveraging the power of consultative selling, measuring the effectiveness of sales calls and business relationships, and tactics for dealing with tough buyers, attendees will get back to work with the tools they need to help your company grow its sales and its margins.
- Train Your Team. Registration discounts starting with five attendees. Email Michelle Fischer (firstname.lastname@example.org) for details.
- Space is limited. Register today!
OUR INDUSTRY'S PREMIERE SALES TRAINERS
Rick DavisFounder and Principal of Building Leaders
Rick Davis is the contributing Sales Editor to LBM Journal and regarded by many as the leading sales trainer and consultant in the LBM industry. He has been the Owner of Building Leaders, Inc. for 20 years and trained tens of thousands of salespeople in our industry. He is a graduate of the University of Michigan and applies his studies in economics and psychology to deliver scientific measurement of sales performance and the power of influence that produce predictable future results. His presentations are the ones you don’t want to miss.
Bradley HartmannPresident of Behind Your Back Sales Co.
The son of an LBM manager, Bradley Hartmann was born into the lumber business, where he worked during high school and college. After graduating from college and spending 11 years in purchasing with Pulte Homes, Hartmann launched his own training and consulting firm. As president of the Behind Your Back Sales Co., Hartmann’s four core service areas are sales and marketing strategy facilitation with executive teams, customized sales management coaching, sales rep coaching / workshops, and keynote speeches. Hartmann has written six books for the industry and hosts the Behind Your Back podcast, an LBM-specific sales leadership podcast sponsored by LBM Journal.
Bill LeePresident of Lee Resources, Inc.
Bill Lee is president of Lee Resources, Inc., a Greenville, S.C.-based consulting, training and publishing organization. Starting out in 1965 as a field sales rep and then a sales manager with GAF Corp., he soon became a part-owner of one of Builder Marts of America (BMA). Bill and his partners grew BMA from a startup to sales of $640 million in just under 20 years. Today, Bill is a sought-after seminar leader, business consultant, and columnist for LBM Journal. Bill is renowned for his books, as well as his articles on sales and gross margin improvement and best management practices.
WHY ATTEND THE LBM SALES MASTER CLASS?
RESULTS YOU CAN MEASURE
This event was engineered with a single purpose: build your bottom line.
All specialists in LBM sales, Rick Davis, Bill Lee, and Bradley Hartmann understand what it takes for a salesperson to take their performance to the next level.
Plus, their real-world lessons resonate with salespeople.
7 – 8 a.m. Check in
8 – 8:15 a.m. Welcome/opening remarks
8:15 – 9:45 Rick Davis
Rick Davis will kick off the LBM Sales Master Class with game-changing insights from his soon-to-be released book, Sales Economics. Do you have a strategic plan for your sales career? Do you have a process for constant self-improvement? Can you measure the quality of business relationships, and of individual sales calls? Is it possible to achieve long-term goals with a degree of certainty? If you can’t answer yes to all these questions, and if you’re serious about optimizing your skills—and income—you won’t want to miss this session.
9:45 – 10 a.m. Break
10 – 11:30 a.m. Bill Lee
Legendary LBM sales trainer Bill Lee takes the stage armed with strategies and tactics that will allow you to make a bottom-line difference in your sales performance. The LBM industry is far too reliant on quotes. The typical LBM sales rep faces the pressure to “quote and hope” every day, and is left feeling like a price-commodity salesperson. Selling on price is a can’t-win strategy. With his Six-Step Prospecting Process, Bill will show you how to transform your sales method from a price-focused quote factory into a genuine consultative relationship. Evolve from a price-oriented victim to a consultative sales leader.
11:30 – 12:30 Lunch
12:30 – 2 p.m. Bradley Hartmann
The truth is buyers want the same thing you do: to work with trusted experts who can help them make, find, and save money and make them look smart. After spending more than a decade with Pulte Homes—constructing over 1,000 houses and later buying materials and labor as an area purchasing manager—Bradley Hartmann will share with you his unique perspective from the builder’s point of view. In addition to sharing some of the most important points from his book, Behind Your Back: What purchasing managers say once you leave the room and how to get them to say yes, you will learn the most common mistakes sellers make when attracting the attention of a buyer and the most effective tools and tactics you can use to stand out from your competition. You will walk away with unique tools and tactics—online and off—that you can put to use immediately after the event and share with your team. You’ll leave the LBM Sales Master Class more confident and excited to sell more, at higher margins to existing customers as well as those stubborn prospects you’ve been pursuing for months. Best of all—you’ll learn all this while having fun!
2 – 2:30 p.m. Wrap up and Q&A