Rick Davis
Gary Farber
Ruth Kellick-Grubbs
Matt Ogden
Inside and outside sales reps may require different skill sets, but both need lots of...
Get maximum benefit from your first meeting with a prospective client by asking lots...
Paul Bumblauskas
Jim Sobeck
Don Magruder
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...
You can't succeed without a top-quality sales staff, Jim Sobeck argues. Here are his tips on how to find stars.
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...
At Speonk Lumber's showroom in New York State, the sales pitch begins as soon as you approach the front door.
Colorado's Front Range Lumber gave up valuable shelf space to create a display showing the proper ways to connect framing lumber.
An Ace Hardware store in North Carolina found a creative way to display its pro customers' business cards.
Raised-heel trusses provide a simple, cost-effective way to meet stricter energy-efficiency codes and standards.
Mastering the details matters if you want to avoid leaks when installing windows in homes with stucco walls. Here's a guide.
Here's how to make sure concrete masonry block walls are insulated to meet stricter energy standards.
Inside and outside sales reps may require different skill sets, but both need lots of initial training to reach their potential.
Get maximum benefit from your first meeting with a prospective client by asking lots of questions and listening intently.
Knowledge that you regard as irrelevant to your needs could be just what the client needs, and what clinches the sale.
It might seem counterintuitive, but the best way to avoid sales crises and frenzied selling tomorrow is to do more prospecting today.
10 reasons why LinkedIn is a great way to use social media as a sales tool.
After years of striving to be both realistic and optimistic in the face of bad news, it's great to describe this year's ProSales 100 in...
Many of the stories in April's ProSales echo a similar theme: To succeed, you need to get close to your customers.
Dealers today are exhausted but optimistic about future prospects. That's good, editor Craig Webb says, so long as they seek to avoid being...
Asset-based loans can be a valuable lifeline to dealers in profit-challenged times.
Before you go out seeking cash, survey the capital landscape, Matt Ogden says.
Even as we recover from the housing crash, we should keep in mind some key lessons that can help us prospect in the future.
FBMA chairman George Fishtorn II shares some suggestions and advice on how to create the best opportunities to land the big sales. His tips...
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...
Consultant George Spilka advises that companies looking to sell in the next ten years should take advantage of current market stability
View them here...
Learn sales strategies that will get you ahead and customer service tools and tactics to retain customers.