In episode 263, Bradley shares some moments from the 2022 Sales Fundamentals Workshop, including advice from a panel of All-Star leaders in the LBM industry. Download Information about OSR Academy at behindyourbacksales.com/tools This episode is brought to you by Capital One Trade Credit *** 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 podc...
Jun 17, 2022•18 min
In episode 262, Bradley dissects a Ryen Russillo interview with hostile heavyweight boxing champion, Tyson Fury. Bradley demonstrates how Russillo magnificently used a standard negotiating tactic—one detailed by Chris Voss in his book, Never Split The Difference—to keep the interview from going off the rails, despite several uncomfortable moments. Download Information about OSR Academy at behindyourbacksales.com/tools This episode is brought to you by Capital One Trade Credit *** If you enjoyed ...
Jun 16, 2022•36 min
In episode 261, Bradley explains why you need to continue to forecast, not only in down times, but also during profitable times. He speaks with Sales Pro Matt Bruno from Kuiken Brothers who drives home this point. You don't want to miss the song we created for this segment! Bradley also introduces The Simple Sales Pipeline, a web application we have developed to help you track your sales pipeline and help with forecasting. He continues to preview the OSR Academy and explains why it may be a good...
Jun 14, 2022•31 min
In episode 260, Bradley details two negotiating methods that you can use in your personal and professional life guaranteed to save you money and time. He also continues to preview the OSR Academy and explains why it may be a good fit for current and future salespeople. Download Information about OSR Academy at behindyourbacksales.com/tools This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcast...
Jun 09, 2022•28 min
In episode 259, Bradley previews the OSR Academy and explains why it may be a good fit for current and future salespeople. He discusses the idea of a Sales Stack and how building your Sales Stack will make your life easier and predictable since it will lead to higher sales confidence. Download Information about OSR Academy and Sales Stack at behindyourbacksales.com/tools This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if yo...
Jun 07, 2022•20 min
In episode 258, Bradley is joined by Ryan Scaife, Marketing Consultant at Senergy Marketing Group for Lezzer Lumber . Ryan discusses how he and his team develop their marketing content calendar and how video plays a large role in their efforts. He also shares opportunities where companies can involve employees and even customers in their marketing efforts. Ryan conveys some tips for you to improve your own content. This episode is brought to you by Capital One Trade Credit *** If you enjoyed thi...
May 31, 2022•41 min
In episode 257, Bradley is joined by Nick Kuiken, Vice President of Sales at Kuiken Brothers . They examine the challenges developing current and future sales professionals while introducing the OSR Academy as a solution to solve to those challenges. Nick discusses the prospects of losing as many as 40% of the salespeople in the next 5-10 years and why you can no longer train the incoming group with the same methods. This episode is brought to you by Capital One Trade Credit *** If you enjoyed t...
May 24, 2022•36 min
In episode 256, Bradley is joined by Kolby Dukes of Dukes Lumber and Senior Sales Executive at Culpeper Wood Preservers , Brad Marks at the LBM Advantage 2022 NextGen Leadership Conference. They discuss how important building relationships have become while the supply chain challenge continues to exist. Kolby and Brad also explain why many of the current conditions may become the new normal even when challenges subside. This episode is brought to you by Capital One Trade Credit *** If you enjoye...
May 17, 2022•37 min
In episode 255, Bradley is joined by Abhi Singh, COO of New South Construction Supply. Abhi reveals and explains the formula he uses to achieve results. He also discusses the It's up to you approach of his leadership style and why it's so effective. Finally, Abhi shares two books he recommends for everyone. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the...
May 10, 2022•40 min
In episode 254, Bradley is joined by GM Ryan Rennells and Office Manager Sam Robinson of Home Central Stores as they detail the life of Owner and President Katherine Whittemore, who tragically passed away in 2021 after her battle with breast cancer. They share stories of how Kate touched the lives of everyone she knew, even during her fight for her life. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review o...
May 05, 2022•47 min
In episode 253, now that the 2022 NFL Draft has concluded, Bradley compares the need to continue prospecting to NFL teams drafting new players each year. Just because you have a great roster doesn't mean you don't need to continue to build relationships for the future. Bradley and Erik "The Producer" also analyze the drafts of their favorite teams, The Chicago Bears and the Pittsburgh Steelers. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd since...
May 03, 2022•15 min
In episode 252, Bradley is joined by Greg Templeman, President at Sunpro . Greg discusses how Sunpro removes emotion from pricing with their behavior-based pricing model. He details how their customers are effectively categorized based on 4 metrics, which impacts their pricing. Greg also shares leadership lessons he learned while living in Siberia. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Appl...
Apr 26, 2022•51 min
In episode 251, Bradley is joined by Rita Ferris, President of the Northeastern Retail Lumber Association (NRLA) . Rita discusses the cause and effect of raising association dues. Even when there's no choice but to raise dues, she examines how to bring additional value at the same time. This episode is brought to you by Capital One Trade Credit *** 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 ...
Apr 19, 2022•40 min
On our milestone 250th Episode, we show our appreciation for the great Dicky Fox. Dicky Fox, a fantastic character in the film Jerry Maguire, gave sound sales and life advice throughout the movie. We also hear from many of our past podcast guests who share their favorite Dicky Fox-isms. You can also go back and listen to their full episodes. (Listed in order of appearance in Episode 250). Jon Vaughan - Episode 92 and 132 Kent Strawderman - Episode 192 Todd Skaggs - Episode 55 Meagan McCoy Jones ...
Apr 12, 2022•30 min
In episode 249, Bradley is joined by Sean Shields, Director of Communications at the Structural Building Components Association (SBCA). Sean discusses how the ability to have full information will help you drive creativity to close deals with your customers. Sean also explains how component manufacturers need to adopt a new mindset as timeframes for supplies have shifted. Instead of complaining, plan ahead. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcas...
Apr 05, 2022•27 min
In episode 248, Bradley is joined by Josh Adams, Vice President of Operations at NPL . We discuss the value of building alliances with the people you serve everyday in order to grow together. Josh explains how maintaining your focus is essential when having to navigate through red tape at any company. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show ...
Mar 29, 2022•42 min
In episode 247, Bradley is joined by Heather Bowman, Director of Marketing at Superior Plastic and Key-Link Fencing and Railing. We discuss how to build trust at an early stage of a marketing relationship. Heather explains how consistent experiences will help you build a brand story with your customers. Heather also shares the importance of that brand story and the items you need to consider when formulating it. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this p...
Mar 22, 2022•42 min
In episode 246, Bradley is joined by Dan Lester, Director of Field Diversity, Inclusion and Culture at Clayco . Dan explains leadership lessons he learned while playing football at The University of Missouri Rolla, including how to adapt on the fly. Dan also details the origins of Clayco Rising . Finally, Dan shares a fantastic fable, Building a House for Diversity, about a giraffe and an elephant. * The United Nations recognizes 195 countries. Clayco has 40 countries represented in their enterp...
Mar 15, 2022•45 min
In episode 245, Bradley is joined by Ryan McKenna, Founder and CEO of McKenna Capital . Ryan discusses how the extreme adversity he faced in the athletic world allowed him to find his dream job in the real estate equity industry. Ryan also explains how betting on yourself can help lead to new lucrative opportunities. Ryan McKenna Discusses the Adversity that Changed his Life: This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it ...
Mar 08, 2022•48 min
In episode 244, Bradley is joined by Garrett Moore, CEO and Founder of Agorus . Garrett explains how Agorus has streamlined and accelerated the custom home building process and what makes them different. He reflects on the leadership lessons he learned while playing football at Stanford and as a member of the Navy Seals. Garrett also shares the story of what drove him into the construction industry. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd ...
Mar 01, 2022•48 min
In episode 243, Bradley is joined by Melissa Dalton, Head of Global Talent and Organizational Effectiveness at DBM Global . Melissa explains the difference between giving feedback vs. feedforward when doing evaluations. She discusses the advantages, especially for new leaders, to use feedforward to bring positivity to the organization. Melissa also illustrates how giving senior leaders constructive feedback needs to be different than mid-managers. This episode is brought to you by Capital One Tr...
Feb 22, 2022•37 min
In episode 242, Bradley and Erik discuss Football Hall of Famer, former coach, broadcaster, and salesman, John Madden. They examine what made Madden such a great salesman of the game of football, from the game itself, to the most profitable sports video game ever created. Bradley and Erik also explore the leadership influence Madden had on those around him, building their confidence while helping to make them better people. This episode is brought to you by Capital One Trade Credit *** If you en...
Feb 15, 2022•29 min
In episode 241, Bradley is joined by returning guest Bobby Krueger, Principle at Mavrek Development in Chicago, IL and President of The Krueger Group in Cleveland, OH. Bobby shares some great examples of how to sell in today's climate. He also reflects on recent negotiations where bridges were burned by salesmen. Since it's Super Bowl Week, Bobby gives a prediction for when his beloved Cleveland Browns will finally make it to the Super Bowl. This episode is brought to you by Capital One Trade Cr...
Feb 08, 2022•41 min
In episode 240, Bradley explains how to avoid bad habits during the glory days to prepare you for the future. How documenting your assumptions will help when setting annual goals and budgets. Bradley also reveals how using the G.A.P.P Model can help you set and achieve these goals. As an added bonus, Bradley shares his top 5 Bruce Springsteen songs. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on App...
Feb 01, 2022•30 min
In episode 239, returning guest Mark Scherer, COO of Scherer Bros. Lumber Company joins Bradley and Erik to break down another Sales in Cinema film, The Wolf of Wall Street. Mark examines 3 scenes including the infamous Leonardo DiCaprio - Matthew McConaughey scene. Watch Mark Scherer's Advice to Struggling Salesmen: This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps i...
Jan 25, 2022•41 min
In episode 238, Bradley is joined by Kent Jobe of Franklin Building Supply, otherwise known as The Most Interesting Sales VP in the World. Kent explains why under promising and over delivering actually causes problems. We discuss the Buyer's Paradox and how salespeople can bring value by delivering unique capabilities. Kent also shares 3 ways you can approach your life. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you...
Jan 18, 2022•33 min
In episode 237, Bradley is joined by Melanie Bisson, Director of LBM Sales at Grabber Construction Products. Melanie explains Artificial Intelligence (AI), how it works, and the several ways companies can leverage it to innovate. This episode is brought to you by Capital One Trade Credit *** 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 podc...
Jan 11, 2022•53 min
In episode 236, Bradley is joined by Clay Miller, Hardwood Lumber Expert at Aurora Timberland . Clay examines 3 fantastic scenes from the Netflix series Big Timber and shares his similar experiences and lessons learned from these encounters. While Aurora Timberland is a large wholesale lumber dealer in North America, Clay explains the interesting story of how the company also became a player in the Vietnam market. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review...
Jan 04, 2022•49 min
In episode 235, Bradley is joined by Bruce Marshall from Rookie Sales Pro, LLC. Bruce shares the inspiring story of his rise from a diesel truck mechanic to sales leader, business owner, entrepreneur, and sales rapper. He explains how reading Sales Leader, Author, and a friend of this podcast, Mike Weinberg's book New Sales Simplified, sent him down the path of using Mike's words to create rap songs in order to inspire sales professionals. Listen to Bruce Marshall's Sales Story - rookiesalespro....
Dec 28, 2021•30 min
In episode 234, Bradley is joined by Capital One Trade Credit Vice President, Shawn Cunningham and Managing Vice President Scott Simpson. They discuss the Capital One Trade Credit Platform and why it's different, their approach to managing relationships, and whether or not they regularly hang out with Capital One spokesman Charles Barkley. *** 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 v...
Dec 21, 2021•50 min
