Sales & Management

Latest Sales Articles

ProSales 100 Reveals Marked Upturn in 2011 for America's Biggest Construction Supply Firms

America’s largest pro-oriented construction supply companies last year recorded their biggest sales since 2008 and added 44 more facilities...
2012 ProSales 100 Alphabetical Listing

The members of the 2012 ProSales 100, sorted alphabetically
Steal This Idea: Start Selling at the Front Door

At Speonk Lumber's showroom in New York State, the sales pitch begins as soon as you approach the front door.

ProSales Business Update - May 16, 2012

May 16, 2012
The 2012 ProSales 100

The latest ProSales 100 group increased sales by 7.3% and added scores of new facilities.
Build It Right: Raised-Heel Trusses

Raised-heel trusses provide a simple, cost-effective way to meet stricter energy-efficiency codes and standards.

Steal This Idea: Start Selling at the Front Door

At Speonk Lumber's showroom in New York State, the sales pitch begins as soon as you approach the front door.
Why "Useless" Information Is No Trivial Pursuit

Knowledge that you regard as irrelevant to your needs could be just what the client needs, and what clinches the sale.
How To Train Sales Reps

Inside and outside sales reps may require different skill sets, but both need lots of initial training to reach their potential.

9 Stages to Sales Success

There are infinite ways to gain new business. We took two new paths last year at Gordon Lumber–one analytical, one human–and as a result...
No Free Deliveries

There's no such thing as a free lunch, even if you're the one serving it up. High fuel prices make the adage particularly apt for dealers...
Bill Lee's Tips on How to Improve Sales

It's easy for salespeople to become discouraged in a stinking housing market that drags on and on, but this is the time of year when...

My Yardsticks: Andy Haase, Shell Lumber & Hardware, Miami

Miami's Shell Lumber sells primarily to renovators by day and bustles during its off-hours with locals soaking up Shakespeare and rock and roll.
Jeff Palay

It's fitting that Jeff Palay, who left Ohio for the entertainment industry, ended up supplying materials for the film "The Avengers."
Dave Haag

The manager of a lumberyard in a small eastern Iowa town talks about life as a dealer as well as a firefighter.