In episode 203, Mark Harari of Remodelers Advantage shares his insights on branding, positioning, pricing, as well as his overall marketing and sales expertise from his new book, Lobster On A Cheese Plate , available on Amazon now. To save 25% off the retail price, using the promo code 25BYBP. https://www.amazon.com/Lobster-Cheese-Plate * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our vi...
Jun 08, 2021•51 min
In episode 202, Justin Powell, VP of Sales at Beacon Building Products, shares the leadership lessons and sales insights he's learned throughout his career working in different aspects of the building materials channel. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better. Since w...
Jun 02, 2021•51 min
In episode 201, Craig Webb, author of the recently released Construction Supply 150 report, shares his insights on the most important trends you should be monitoring—and acting upon. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better. Since we're asking for things . . . we'd als...
May 26, 2021•26 min
In episode 200, Bradley is joined by Pat Clancy, Vice President at Wm. B. Morse Lumber Co. They discuss: How to deliver and defend your quote The importance of continuous improvement How to leverage relationships with subcontractors on the job * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make...
May 19, 2021•50 min
In episode 199, Bradley Hartmann identifies 8.5 lessons sales leaders can learn from and apply to their own businesses this week. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better. Since we're asking for things . . . we'd also love it if you recommended this show to your friend...
May 17, 2021•21 min
In episode 198, Bradley details the lessons Admiral James Stockdale can teach us about living during difficult times and controlling what we can control. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better. Since we're asking for things . . . we'd also love it if you recommended ...
May 12, 2021•21 min
In episode 197, Bradley is joined by Stuart Kliman, Partner at Building Industry Partners. They discuss: Human capital management – what it is & why it’s important Curiosity as it relates to coaching The importance of the Employee Value Proposition * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into i...
May 05, 2021•50 min
Take a cue from the NFL Draft and take this opportunity to reevaluate and upgrade your roster of customers. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better. Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your...
May 03, 2021•26 min
In episode 195, Bradley addresses assumptions – whether in baseball or business – which can limit your success. If a company is to grow and evolve with its market, every assumption must be challenged, tested, and eventually updated. No set of business assumptions should last forever. We created a tool to help you identify the assumptions that drive your business to determine if they need to be challenged. Go to behindyourbacksales.com/tools to download Your 3C Assumptions . * * * If you enjoyed ...
Apr 28, 2021•18 min
In episode 194, Bradley is joined by Matthew Schmidt, Strategic Sourcing Director at PulteGroup. They discuss: - The current supply chain challenges - How builders are thinking about the risk/reward in building - Ways to ensure long-standing relationships don’t turn transactional Thanks for listening! * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people li...
Apr 21, 2021•47 min
In episode 193, Bradley and Jenny T. detail how to respond when a sales rep says, “My customers/region/territory is different.” * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better. Since we're asking for things . . . we'd also love it if you recommended this show to your friends ...
Apr 19, 2021•34 min
In episode 192, Bradley is joined by Kent Strawderman of Thomas and Milliken Millwork. They discuss: How to stay intentional and productive when wearing many hats Herm’s Law and why it matters The importance of staying in touch with customers even if you have bad news * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we c...
Apr 14, 2021•44 min
In episode 191, Bradley is joined by Andrew Goodman, President and CEO of Sherwood Lumber, and Michael Goodman, Assistant Director of Specialty Sales. They discuss: Forward pricing and risk management Thinking differently about social media and branding If these truly are unprecedented times * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to th...
Apr 07, 2021•47 min
We know it's a crazy world right now. Differentiate yourself by being thoughtful and communicating with your customers. Times are challenging but you can be great anyway. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better. Since we're asking for things . . . we'd also love it if...
Apr 05, 2021•23 min
We believe your influence and persuasiveness increases if you can sell face to face. If you can’t meet in person, virtual selling is the next best thing. In episode 189, Bradley and Jenny T. discuss ways to improve your virtual selling skills so you can make the best impression on your customers. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen ...
Mar 31, 2021•33 min
In episode 187, Chancey Halvorson of Gulfeagle Supply joins the show. Chancey is the Branch Manager in Fargo, ND and he emailed the show with a simple idea—to specifically identify 12 relevant methods to deliver value first during these unprecedented times. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest i...
Mar 24, 2021•52 min
In episode 187, Hartmann goes on a (mild?) rant after being triggered by a snarky, anti-builder LinkedIn post that has been gaining traction. Leveraging a scene from the classic film, Office Space, and borrowing an insight from Aaron Ross Sorkin (financial talking head on Squawk Box, author of Too Big To Fail, writer on Showtime's Billions), Hartmann makes a case for thinking—and acting—differently during these strange and unprecedented times to grow your business for the long-term....
Mar 22, 2021•29 min
In episode 186, Bradley is joined by Barry Nelson, President and CEO of FactorLab. They discuss why most daily planning sessions fail to provide clarity for the day’s most important work, how senior leaders can identify and change the culture, and a different perspective on cultural barriers on the job. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people li...
Mar 17, 2021•48 min
In episode 185, Bradley is joined by Josh Causey, Vice President at C&B Electrical Contractors and founder of Bolt Software. They discuss: How to drive profits from large national and regional builders Ways you can leverage technology to run a better business Insights on discipline which can make you more profitable * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well....
Mar 11, 2021•56 min
In episode 184, Hartmann outlines a method for standing up and standing out during this unprecedented pricing/supply chain squeeze by being available, adaptable, and authentic. In doing so, you can position your brand for growth despite this asymmetrical crisis. Unlike the crisis symmetry offered during COVID (we're all facing the same risks and uncertainties), this supply chain crisis is asymmetrical: the builder's decreased profits are offset by the rise in dealer/distributor/manufacturer prof...
Mar 09, 2021•28 min
Right now, everyone in the market is looking for a second opinion. That is why there has never been a better time to focus on prospecting. In episode 183, Bradley details the 7 Pillars of Prospecting, which are: 1. You are owed nothing. 2. People need you. 3. Prospecting is helping people. 4. Focus on inputs over outcomes. 5. I am not for everyone. Neither are you. 6. Fun ain’t free. 7. You have enough to succeed right now. Keep these principles in mind and you will be on the path to success. * ...
Mar 03, 2021•28 min
In episode 182, Bradley and Jenny T. discuss how to leave an effective voicemail. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better. Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people l...
Feb 24, 2021•25 min
In episode 181, Bradley Hartmann details a pair of prospecting paradoxes (paradoxi, potentially?) facing sales teams today. While sales professionals may be reluctant to pursue new prospects given unprecedented commodity pricing, limited product availability, and a busy existing book of business, there's never been a better time to prospect for the simple fact that everyone in the market is interested in a second opinion—your current clients included. Secondarily, while it's always significantly...
Feb 22, 2021•17 min
In episode 180, Bradley and Jenny T. are joined by Max Pete, Squarespace website designer and business coach. You’ll walk away from this conversion with specific ways to increase your company’s capability using talented experts, tips on improving your website you can implement right away and insights on eCommerce from an unconventional source. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with...
Feb 17, 2021•39 min
In episode 179, Hartmann Jenny T. discuss specific examples of, in Peter Drucker’s words, “the future that has already happened.” That is, changes in technology and/or mindset that fundamentally shift value creation for customers. In the LBM industry there are 5 major examples of the the future that’s already happened. They are 1. eCommerce, 2. Analytics, 3. Subscription models, 4. Re-imagining the Division of Labor in Sales, and 5. the On-Demand Expertise Economy, formerly known as The Gig Econ...
Feb 10, 2021•33 min
In episode 178, consultant and author Brian Kaskavalciyan joins the show to discuss how you can help your contractors increase their wealth. Quite literally, Brian wrote the book on the topic—it’s titled The Wealthy Contractor and he hosts The Wealthy Contractor Podcast as well. The primary goal of The Wealthy Contractor is to help home improvement & home services business owners achieve more success, wealth, and freedom. If you are able to contribute to the pursuit of that goal for your con...
Feb 03, 2021•42 min
Business owners and executives often lament the absence of team members who “think like owners.” Yet when these business owners and executives are asked how, exactly, their team members can think—and more importantly, act—like owners, they struggle to articulate it. The principles and processes that underpin their owner’s mindset often lack clarity, making it hard to model, teach, incentivize, and reinforce. To aid in this process, Hartmann and Jenny T. discuss a simple tool, available for you t...
Feb 01, 2021•16 min
In episode 176, Rita Clifton joins the show from across the pond. The Financial Times identifies her simply as The Brand Guru and the Queen awarded her the distinction of the Commander of the Order of the British Empire ( one step below knighthood / damehood, if you're not up to speed with your British Netflix viewing). Rita's career has included being a Vice-Chair and Strategy Director at Saatchi & Saatchi, as London CEO and Chair at the global brand consultancy Interbrand and as co-founder...
Jan 27, 2021•44 min
A friend of the show reached out with a simple question. He had recently been promoted to lead a pair of locations that had opportunities to grow. Upon arriving, he found the sales culture lacked accountability, goal-setting, and prospecting. Evaluating dozens of potential starting points, he asked us this: "If I could only do one thing to begin to change the sales culture here, what should I do first?" This is our answer. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you le...
Jan 20, 2021•22 min
The most efficient way to predict the future is to create it. Look in the rearview mirror for a moment and reflect on what you did—and did not—achieve last year. Then set a goal for what you plan to do this year. Plot it out month-by-month to create a series of smaller, 30-day goals, and think through what has to happen for each one. Easy to write, harder to do. Switching time horizons, from the past to the present and into the future, is not easy for most people. But like most things in life, i...
Jan 18, 2021•19 min
