Tips and insights from some of the nation's leading experts on LBM sales.
Get maximum benefit from your first meeting with a prospective client by asking lots of questions and listening intently.
Inside and outside sales reps may require different skill sets, but both need lots of initial training to reach their potential.
A few years ago, Deb Kearse became interested in new ways to add insulation to homes. Kearse is vice president of sales for Kohl Building...
This whitepaper, commissioned by Ainsworth, explores a number of sales strategies that are geared toward today's challenging LBM sales...
It might seem counterintuitive, but the best way to avoid sales crises and frenzied selling tomorrow is to do more prospecting today.
Rack up more sales in less time by adopting these experts' sales advice.
10 reasons why LinkedIn is a great way to use social media as a sales tool.
Sales negotiations are as much about tactics as about products and price. Here's a full hand of tactics to make sure you maintain the upper...
Veteran LBM executive Don Magruder says he has noticed a disturbing increase in "forced negotiations"--situations in which builders promise...
The reality is that sales-people commonly offer price concessions unnecessarily.
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...
There's a lot more involved in selling a new product than just rolling up to a jobsite and pitching the latest LBM snake oil.
If you have ever failed to achieve a New Year's resolution, it's probably because you didn't come up with a process to achieve your goal...
I like to joke that everything in life is tied to LBM. Now it has even changed how I view one of my favorite movies.
You have heard those words dozens of times in your life and probably said them hundreds more. Everybody knows that selling is a numbers...
ProBuild named Robert Marchbank, the former head of Wolseley's European operations, to serve effective immediately as chief executive...
The white paper, commissioned by Parksite, explores OTIF—on-time and in-full—as a way to measure an organization's performance on getting...
LBM Consultant Scott Ericson shares tips on how to make your sales force as competitive and strong as possible so that your competition...
America’s largest pro-oriented construction supply companies last year recorded their biggest sales since 2008 and added 44 more facilities nationwide, but held the line on hiring, the latest ProSales 100 finds.
The members of the 2012 ProSales 100, sorted alphabetically
At Speonk Lumber's showroom in New York State, the sales pitch begins as soon as you approach the front door.
Learn sales strategies that will get you ahead and customer service tools and tactics to retain customers.
