“To succeed in business, you have to have a genuine, honest-to-goodness interest in profitability. And most people don’t.” — The Art of Profitability by Adrian Slywotzky Our guest on episode 143 is Bruce Merrifield, President at Merrifield Consulting Group, Inc. and a partner at Waypoint Analytics. As you'll hear, listening to Bruce is like studying with an entertaining professor in a graduate program. He links insights into profitability and common sense, with a heavy dose of counterintuitive t...
Aug 06, 2020•47 min
On today’s episode, Hartmann and Jenny T. are joined by a pair of guests from WindsorONE. Corbin Rinehart is a Regional Sales Manager at WindsorONE, a wood science expert, and an avid fisherman—all of which were assembled into a unique collegiate curriculum at Penn State University. Joining Corbin is Brian Bunt, Director of Marketing at WindsorONE. You may remember Brian from episode 104, where we discussed the magic behind many of WindsorONE’s successful marketing campaigns. We cover a wide ran...
Jul 29, 2020•52 min
In episode 141 you'll meet Jim Thillen, the Regional General Superintendent at The Beck Group, an international commercial construction firm based in Dallas, TX. Jim is a 3rd generation builder, an early adopter of technology in the construction space (Jim made the switch to digital schedule management back in the early 80s), and a keen observer of leadership across all generations on the job site. His unassuming insights will benefit managers and leaders at all levels.
Jul 22, 2020•30 min
In this emergency podcast, Jenny T. and Bradey Hartmann discuss the Muji bankruptcy (in the U.S. only) and its effects on the supply and demand of .38 gel ink ballpoint pens. They also discuss the world's longest-running corporations.
Jul 20, 2020•15 min
In episode 139, host Bradley Hartmann recounts his impromptu one-on-one session with Coach Herm Edwards, former NFL player and coach who is currently the Head Coach at Arizona State University in Tempe, AZ. Coach Herm shared his insights on football, leadership, and life in general in a way that changed Hartmann's life for the better.
Jul 15, 2020•23 min
In episode 138, Bradley Hartmann connects with Sean Reid of Arrowhead Coaching and Facilitation Solutions based near Hamilton, Ontario (CA). Sean shares lessons learned from writing a speech for the Queen of England, a situational leadership framework to make more of an impact in less time, how to raise the awareness of mental health challenges, and how to ensure your stated values and strategy directly impact the daily decisions made throughout your organization. To learn more about Sean and hi...
Jul 08, 2020•45 min
In episode 137, a bit of (meaningless) history is made as Bradley Hartmann's role of podcast host transitions to past guest, VP of Trade Marketing and Sales Training at Hearth and Home Technologies, Tim Rethlake. Joining Tim on the podcast is two developers from episode 9, Nathan Marsh of V&M Development (Chicago) and Bobby Krueger of Mavrek Development and The Krueger Group (Chicago and Cleveland, respectively).
Jul 01, 2020•46 min
In episode 136, Bradley Hartmann is joined by Kimberly Simonson, President of Simonson Design USA. In her firm, Kimberly and her team, which includes family, leverages the power of 3D design software to help dealers and home owners improve the speed, clarity, and enjoyment of their projects.
Jun 24, 2020•42 min
In episode 135, Bradley Hartmann shares an excerpt from his upcoming book project with Carl Moyer (Director of Human Resources at Parr Lumber Company) titled, Yes, Fear Works (But There's a Better Way). This episode deals with attempts at motivation, incentives, and the often perverse unintended consequences that follow. Examples include cobras—as you might assume—as well as rats and sparrows. Visit behindyourbacksales.com/podcast to download the question set to help you avoid Cobra Effects....
Jun 17, 2020•17 min
In episode 134 Bradley meets Jonathan Slain, co-author of Rock the Recession (with Paul Belair) and founder of Autobahn Consultants. Use the promo code BEHIND to receive 29% off everything sold at Rock The Recession website, including Jonathan’s workbook, his reports, and his do-it-yourself recession planning kit.
Jun 10, 2020•50 min
In episode 133 Bradley is joined by Ronda Conger, author, podcaster, public speaker, and home building executive at award-winning CBH Homes in Boise.
Jun 03, 2020•45 min
In episode 132, Bradley is joined by Jon Vaughan, President of Brand Vaughan Lumber, and Mark Scherer, COO of Scherer Bros. Lumber Co., to analyze leadership lessons they took from ESPN's Michael Jordan Documentary 'The Last Dance.' As always, thank you for listening!
May 27, 2020•1 hr 3 min
In episode 131, Bradley is joined by Jenny T. to talk about the D.A.M. Problem with Salespeople. They give their tips on how to help you and your salespeople overcome the drift to account management.
May 20, 2020•45 min
In episode 130, Bradley is joined by TJ Shaheen, Owner and EVP of Builders' General in New Jersey. TJ gives an inside look at the COVID-19 pandemic from his perspective and shares what his company is doing to keep employees and customers safe.
May 15, 2020•23 min
In episode 129, Bradley is joined by Jillian Sobeck Whalen, Founder & Strategist at Sobeck Studio. She gives her advice on: How to make your message stand out on social media How to improve your digital presence in only 1 hour per week How to ensure your company avoids online mistakes Thanks for listening!
May 13, 2020•54 min
In episode 128, Bradley is joined by epidemiologist Dr. Mark Guinter, PhD, to help us give public health insights far beyond the current COVID-19 experience.
May 06, 2020•43 min
In episode 127, The Behind Your Back Sales Co. presents a new, recurring podcast series featuring four LBM thought leaders: Bradley Hartmann (Founder & CEO of the Behind Your Back Sales Co.), TJ Shaheen (Executive Vice President and 4th generation owner at Builder’s General in NJ), Zach Williams (Founder of Venveo in Blacksburg, WV), and Brett Thorne (Operations Officer at Thorne Lumber Company in Missouri). Listen in to enjoy the lighter side of the LBM industry.
May 01, 2020•31 min
In episode 126, Bradley Hartmann takes another look at the COVID-19 pandemic, this time focusing on what's inside a builder's playbook during times of uncertainty. He talks about: What you can learn from Zoom's botched meteoric rise 3 phases of the builder's playbook How your company can come out of this ahead Thank you for listening!
Apr 29, 2020•21 min
In the wake of the NFL's first virtual-only draft, we take a look back at "Ep. 69 :: Overconfidence in Drafting Talent: Yours and in the NFL." Bradley Hartmann draws parallels between the 2019 NFL Draft and your business. He highlights the most salient points that impact your ability to recruit, train, and retain the most talented people in your organization—and your market. As always, thanks for listening.
Apr 27, 2020•28 min
In episode 125, Bradley Hartmann sits down with Stephen James, Founder & CEO of The Leadership Lab and President & Executive Director of Sage Hill Counseling. They dive into: Why the human aspect is most important for your business His work with former MLB pitcher R.A. Dickey How understanding yourself will make you a better leader As always, thank you for listening!
Apr 22, 2020•53 min
In episode 124, Bradley Hartmann sits down with Parr Lumber's Director of Human Resources, Carl Moyer. They discuss: How to build a culture employees want to be a part of What companies do that kills team morale Carl and Bradley's upcoming book Yes, Fear Works (But there's a better way) As always, thank you for listening!
Apr 15, 2020•47 min
In episode 123, Bradley Hartmann takes a look at Groundhog Day to show you how the stress of COVID-19 might be affecting your leadership. He gives his advice on how to ensure you're making your employees feel valued while still getting the very best work done. Thanks for listening!
Apr 13, 2020•12 min
In episode 122, Bradley sits down with Mike Barrett, owner of Barrett Homes. They discuss: Starting a business during an economic downturn How you can take advantage of times of uncertainty How to operate safely during COVID-19 Continuing good habits you're developing now
Apr 08, 2020•50 min
In episode 121, Bradley and Jenny T. discuss habit defense and development in times of uncertainty. Tactical elements include: - Why you start with defensive measures against new bad habits - How you can make new habits easy to start - What tool will help you visualize your momentum
Apr 01, 2020•18 min
In episode 120, Bradley and Jenny T. revisit last Friday's topic of negotiation in times of uncertainty. Tactical elements include: - How the clock can help/hurt you - Why you should lead with objections - How to maintain a poker mindset - Why you should give more to get more
Mar 31, 2020•22 min
In episode 119, Bradley and Jenny discuss negotiation in times of uncertainty. Tactical elements include: - Anticipating the shift to buyers - Understanding loss aversion - Examining cost drivers - Detailing the total cost of ownership - The importance of documenting assumptions - And the one thing - if nothing else - you must do prior to a negotiation
Mar 30, 2020•19 min
In episode 118, we turn our attention to sales leadership in the time of uncertainty. Tactical elements include: - Maintaining confidence - Goals and Q1 progress - Daily planning - Target prospecting Plus a customized sales case study abut Steph Curry leaving Nike for Under Armour. Thanks for listening!
Mar 27, 2020•14 min
In episode 117, for the first time on the mini-series, Bradley is joined remotely by Jenny T, to discuss productivity in the time of uncertainty. They give you their tips and tricks to help keep you and your teams productive when dealing with unknown situations.
Mar 26, 2020•18 min
In episode 116, the second episode of our daily mini-series, we focus on finding new customers and why it's more important now than ever to continue prospecting. Your company is counting on you to do it. Thanks for listening!
Mar 25, 2020•15 min
In episode 115, we're doing things a little different than normal. Starting today, we're posting shorter, more tactical episodes to help you navigate this uncertain selling environment. Today's episode covers how to get close to customers in a time of uncertainty, framed in a before-during-after structure. Visit our website to find downloadable content (scripts and templates) to increase implementation for each episode. Thanks for listening! Be kind. Control what you can control. This too shall ...
Mar 24, 2020•18 min
