The Craft of LBM Sales Podcast: Sell Value, Drive Builder Profit, and Win More Deals—Without Competing on Price

What if the real reason your manager keeps saying “no” isn’t your idea—but how you’re presenting it?If you’re spending most of your time on non-selling activities and still struggling to hit your number, the issue may not be effort—it’s influence. In this episode, we break down how to transform your ideas into clear, compelling business cases that decision-makers actually approve.In this episode you will• Learn a proven framework for gaining internal buy-in on resources, priorities, and strategic ideas• Discover how to quantify your impact and communicate in the language executives care about• Understand how to position yourself as a revenue driver—not just someone asking for supportHit play now to learn how to turn your next request into a high-impact investment opportunity your company can’t afford to ignore.Click HERE for the PRICE Framework TemplateIf you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

What if your inability to say “no” is destroying your productivity—and your profitability?This episode is sparked by a real-life situation where host Bradley Hartmann said “yes” when he knew he shouldn’t have—and paid the price.To drive the lesson home, he shares and reacts to a brutally honest, iconic 2009 essay by Oscar-nominated screenwriter Josh Olson, originally published in The Village Voice, titled “No, I Will Not Read Your F*%!ing Script.”The result?A powerful (and entertaining) wake-up call about boundaries, time, and professional respect.In this episode you will:See why overcommitting your time is one of the fastest ways to hurt your sales performanceLearn how to say “no” confidently without damaging relationshipsUnderstand why your time is your most valuable asset—especially in a soft LBM marketPress play now to rethink how you protect your time—and start focusing on what actually drives profit.Click HERE to read the original post.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

What if the people you negotiate against are actively training to beat you?A purchasing manager at a national home builder recently asked for book recommendations to help develop two new buyers and set them up for early wins. Those “wins” will, naturally, come at the expense of suppliers—sales professionals just like you.In this episode, you’ll hear the three books recommended to sharpen their negotiation skills—and why ignoring this is a mistake if you’re on the selling side.In this episode you will:Discover the exact negotiation strategies builders are learning to gain leverage over youLearn practical frameworks from 3 powerful books you can immediately apply in your sales conversationsUnderstand how to think differently about control, emotion, and power so you can protect margin and win better dealsListen now to arm yourself with the same strategies your customers are using—so you can stay competitive, protect your price, and close stronger deals.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

Are you missing your sales goals this year?Or . . . are you hitting your sales numbers—but quietly building a team that’s set up to fail?Many sales teams look successful on paper, yet struggle with hidden issues like weak standards, misaligned incentives, and lack of accountability.If you’ve ever wondered why growth feels inconsistent or fragile, this episode reveals the real driver behind sustainable success: your sales climate.In this episode you will:Identify the six hidden elements shaping your team’s behavior and performancePinpoint where your sales organization is vulnerable (even if results look strong)Learn how to make simple shifts that create consistent, long-term growthPress play to uncover how to fix what’s really holding your sales team back—and start building results that actually last.To download the 6 Elements of Sales Climate Checklist, click HERE.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

Are you busier than ever in sales—but still not closing enough deals?If your days are packed with quotes, pipeline updates, and constant activity, yet revenue isn’t keeping pace, the problem isn’t effort—it might be a lack of the right sales activity.In this episode, we unpack the critical leading indicator most LBM sales reps overlook—and how it directly impacts your ability to win business.In this episode, you’ll learn:The single most important metric that consistently drives closed dealsWhy common sales activities fail to produce real revenueHow to quickly build momentum and strengthen customer relationshipsPress play to discover how prioritizing fast, meaningful meetings can immediately accelerate your sales results.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

What happens when a successful sales rep becomes a sales manager… and eventually the president of an LBM dealer?In this episode, Wilson Lumber President Josh Hendrickson shares how strong processes, forecasting, and operational awareness turn sales reps into trusted advisors who deliver real value to builders.Many LBM sales teams talk about collaboration between sales and operations—but few actually achieve it. When forecasting is weak and communication breaks down, even great sales wins can create chaos, missed deliveries, and frustrated customers.In this episode, you’ll learn:How better forecasting helps sales reps win bigger builder accounts without overwhelming operationsWhy “throwing deals over the fence” destroys trust between sales and operations teamsHow top-performing LBM reps become trusted advisors by understanding how businesses actually runListen now to discover how aligning sales, forecasting, and operations can help you close more profitable deals while strengthening relationships across your company.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

What happens to independent lumber and building materials firms when a billionaire CEO decides your industry is the next $800-billion opportunity?With QXO acquiring Kodiak Building Partners and Brad Jacobs aggressively entering the LBM space, many dealers, distributors, and manufacturers are asking the same question: Should we be worried?Chris, a multi-location LBM dealer owner in the Midwest reached out to host Bradley Hartmann with this specific question: How worried do I need to be about this Brad Jacobs thing? Am I delusional to think that I will just adapt to whatever he does to the industry and use it to my advantage?In this episode, Hartmann unpacks what the QXO strategy really means for the industry—and why the real risk might not be consolidation, but complacency.And then you’ll hear how Brad Jacobs responded himself on LinkedIn.In this episode, you’ll also:Learn how to think strategically about industry consolidation instead of reacting with fearDiscover the concept of “optimistic paranoia” and how it drives competitive advantageUnderstand how to position your company so customers see clear differentiation—even against massive competitorsPress play to learn how to turn industry disruption into fuel for stronger positioning, better sales execution, and more profitable builder relationships.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

If sales is truly a relationship business… why aren’t those relationships turning into more orders?Most salespeople in the lumber and building materials industry pride themselves on strong relationships with builders and customers. But despite years of trust and familiarity, many still struggle to ask for more business, win additional product categories, or grow market share.In this episode, Bradley Hartmann breaks down the uncomfortable truth: relationships may open the door, but they don’t close the deal. If you’re relying on friendship alone to win orders, competitors with stronger business cases will keep taking the business.In this episode, you’ll learn:How to handle business with friends, long-time customers, and personal relationships without damaging trustThe biggest mistakes salespeople make when relying too heavily on relationshipsA simple ASK framework to confidently ask for more meetings, more orders, and more opportunitiesHit play to learn how to turn strong relationships into stronger sales results by confidently asking for the business.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

What if the biggest reason your sales team isn’t growing right now has nothing to do with interest rates, housing starts, or the economy?Many sales teams thrived during the COVID surge years when demand was easy and customers came to them.But today’s market is different.Growth has slowed, competition is tighter, and too many sales teams are stuck maintaining accounts instead of actively hunting for new opportunities. In this episode, Bradley Hartmann uses lessons from the survival show Alone on Netflix to reveal why many LBM sales teams are stuck in “survival mode”—and what leaders must do to reignite real growth.In this episode, listeners will:Learn how to redesign compensation plans so sales reps are rewarded for winning new business, not just maintaining existing accounts.Discover how to create a real sales pipeline that tracks opportunities, probabilities, and revenue instead of relying on hope.Understand how to structure calendars and leadership expectations so prospecting actually happens consistently.If you want your sales team to stop waiting for the market to improve and start taking market share today, press play and learn how to turn your team into hunters.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday

Are you unknowingly missing pre-construction opportunities that could win you more of your builder’s business?In this episode, Kent Strawderman, Project Manager at Harborview Custom Builders, shares what builders actually want from LBM sales professionals — and where most reps fall short. After years on the supply side and now managing high-end custom projects, Kent has seen both sides. His message is clear: if you're just turning around bids and hoping to win on price, you're leaving margin and wallet share on the table.Builders don’t need faster quotes. They need proactive partners in pre-construction.In this episode, you’ll learn how to:Shift from commodity quoting to becoming a true pre-construction partnerUse lead times, product knowledge, and scheduling awareness to protect builder timelines and marginsAsk better questions that turn experienced builders into mentors — and advocates for your growthBuild long-term trust through emotional intelligence, empathy, and proactive communicationPosition yourself to earn more wallet share instead of being “fine with half the business”Hit play now if you want a builder to tell you exactly how to close more profitable deals and become indispensable before the job even breaks ground.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

Are you losing sales and talent simply because people don’t know all that you actually do?If you’re in the lumber and building materials industry, you’ve probably heard it before: “Oh, I didn’t know you did that.” That one sentence reveals a painful truth. You may be the best kept secret in your market. In this episode, Bradley Hartmann sits down with Stefanie Couch, founder of Grit Blueprint, to unpack how LBM dealers can stop blending in and start becoming the first choice.From attracting younger talent to building real brand visibility, Stefanie shares practical strategies to help you focus your efforts, tell better stories, and escape the dangerous “land of indifference” that keeps too many businesses stuck. In this episode you will:Learn how to use focused visibility and storytelling to attract younger talent, even if you’re starting from zero on social media.Discover why indifference is the biggest threat to your growth—and how to become unmistakable in your market.Understand how building reputation intentionally leads to stronger revenue, better talent, and more profitable deals.Hit play now to learn how to stop being the best kept secret in your market and start becoming the obvious first choice.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales. In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting. New podcasts are dropped every Monday and Wednesday.

What if you could see exactly what a $1.7 million LBM sales month actually looks like—down to every call, email, text, mile driven, and customer interaction?Most sales professionals only see the lag measures—revenue, orders, compliments from customers. But the real drivers of elite performance—the daily behaviors, communication rhythms, and strategic decisions—stay hidden.If you’ve ever wondered:Am I focusing on the right accounts?Should I prospect more or go deeper?How much communication is too much?When should I get in the truck—and when should I stay put?This episode gives you something almost no sales rep gets: a 30-day inside look at the exact behaviors of a top-performing LBM sales hunter.In this episode you will:Discover the five measurable patterns that drove a $1.7M month—including communication strategy, account concentration, and referral momentum.Learn how focusing on just 17 accounts created deeper wallet share, stronger loyalty, and zero race-to-the-bottom pricing.Understand how elite responsiveness and operational alignment build long-term trust that competitors can’t undercut.Press play to see what elite LBM sales performance actually looks like—and walk away with behaviors you can apply immediately to close more profitable deals.Register HERE to receive the complete Tagging a Shark case study when it publishes in March 2026.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting. New podcasts are dropped every Monday and Wednesday.

What happens to your sales strategy when a $50 billion ambition moves into your backyard?The QXO acquisition of Kodiak isn’t just another headline—it’s a signal that consolidation, AI, and aggressive growth strategies are accelerating in LBM.If you’re a sales leader, owner, or sales rep, this shift should impact how you compete, protect margin, and win new builder business.Jon Vaughan joins Bradley Hartmann and indicates that sitting back and assuming “we’ve seen this before” may not cut it this time.In this episode, you’ll discover:The best-case and worst-case scenarios of the QXO–Kodiak merger—and how each could affect your marketHow AI, centralized procurement, and scale could reshape pricing, operations, and competitive pressurePractical strategies sales leaders can use right now to go on offense and take market share instead of defending itPress play now to learn how to respond strategically to industry consolidation and position your sales team to win—no matter how this acquisition unfolds.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting. New podcasts are dropped every Monday and Wednesday.

Does any energy and momentum dissipate as soon as you hear, “I’m too busy” or “I’m happy with my current supplier”?If you’re in lumber and building materials sales, you hear these objections constantly.And chances are, your instinctive response is actually reinforcing the shutdown. In today’s market—where builders need ideas, pricing clarity, and innovation more than ever—accepting these objections at face value is shrinking your pipeline and limiting your face-to-face opportunities.In this episode you will:Learn why the most common objection responses actually strengthen the status quoDiscover The CD2nd Framework (Change → Drift → Second Opinion) and how it breaks the pattern instantlyGet practical, word-for-word examples you can use to book more nine-minute meetings this weekPress play now to learn the simple second-opinion approach that can immediately increase your face-to-face meetings and unlock more profitable builder conversations.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting. New podcasts are dropped every Monday and Wednesday.

Are you quoting plenty of jobs but still losing deals—and blaming price when the real problem is momentum?If you’re in LBM sales, you know the frustration of fast takeoffs, detailed proposals, and responsive service — only to get ghosted when it’s time for the builder to decide.It feels like a pricing issue or a soft market. But what if the real problem is that your sales energy peaks too early and disappears when decisions are actually made?In this episode you will:Learn how to diagnose “Sales Kinetics Inversion Disorder” and spot where your deals are truly stallingDiscover a simple four-step playbook to rebuild late-stage momentum and increase visibility at decision timeGain practical scripts and tactics you can use immediately in discovery meetings, proposal delivery, and follow-upPress play now to learn how to apply force at the right moment and start finishing deals instead of watching them skid away.View the Sales Kinetics Chart: part 1 and part 2If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting. New podcasts are dropped every Monday and Wednesday.

Do you ever feel like you’re working harder than ever—putting in more time and energy—without seeing better results?If so, it’s probable that wasted time, rework, and slow processes are quietly draining your effectiveness and your commissions. In this episode, LBM industry lean expert Scott Morrison of Do it Best reveals how waste shows up in LBM sales every day—and why most sales pros don’t even see it happening.After listening, you’ll:See your sales process through a new lens that exposes hidden wasteLearn the three most damaging forms of waste in LBM sales and how to eliminate themDiscover how lean principles help you deliver more builder value without working more hoursPress play now to learn how eliminating waste—not working harder—can help you sell smarter, serve builders better, and close more profitable deals with confidence.You can download Scott’s lean LBM sales cheatsheet HERE.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting. New podcasts are dropped every Monday and Wednesday.

What if the reason you’re losing key accounts has nothing to do with price—and everything to do with how you made people feel when you had the power?In today’s shifting LBM market, builders are regaining leverage—and many are quietly remembering how they were treated during COVID. This episode connects Bill Belichick’s Hall of Fame snub to a universal law of human behavior that directly impacts your sales results, relationships, and long-term success.By listening to this episode, you’ll learn:Why reciprocity governs every business and personal relationshipHow likability and respect quietly influence buying decisionsThe hidden cost of ego, power, and short-term thinking in salesPress play to discover the simple principle that determines whether builders reward you with loyalty—or wait patiently for their turn to vote.Here’s a link to The Knowledge Project episode Hartmann refers to:https://fs.blog/knowledge-project-podcast/outliers-peter-d-kaufman/https://www.youtube.com/watch?v=bbHZoNj2ogIIf you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting. New podcasts are dropped every Monday and Wednesday.

If I asked you right now to explain the components of your time management system, could you do it?As you think about it, does your “system” look something like this: a pen, a coil-bound notebook, a few to-do lists, and your Office 365 calendar?If so, here’s the hard truth: that’s not a system.The good news? You don’t need more discipline or motivation.With a few shifts in mindset and behavior—and the adoption of a true time management system—you can unlock meaningful, sustainable sales growth.Most LBM sales professionals don’t struggle because they’re lazy or undisciplined. They struggle because their effort isn’t compounding. Without a clear system, even hard work becomes reactive—scattered across interruptions, urgent requests, and other people’s priorities.In this episode, we break down a simple but powerful principle—constant beats intermittent—and why consistency, not intensity, is the real driver of long-term sales success.In this episode, you’ll learn:Why most time management advice fails LBM sales repsHow constant, incremental progress creates compounding resultsWhat top-performing sales pros do differently to stay focused, consistent, and in controlHow you can join Bradley Hartmann and hundreds of other LBM sales pros nationwide in intentional time management for just $1.36 per dayPress play to learn how a simple, structured system can help you reclaim your time, build consistency, and close more profitable deals—without competing on price.Learn more about the Weekly Game Plan here:👉 theweeklygameplan.comIf you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

Are you leading your sales efforts with products and price—or are you focusing on delivering outcomes and building influence that turns one sale into twenty?In this episode, sales leader and BLD Connection President Cody Nuernberg shares how value-selling intangibles—like insights, ideas, and training—helped him become a trusted name in the LBM industry.Whether you're slinging 2x4s or trying to build deeper relationships, you’ll gain fresh tools to prospect with purpose and close more meaningful, profitable deals.In this episode you will:Learn how to sell solutions, not just materials, even when there’s no physical product to show.Discover why being the “mayor of your town” can transform your sales pipeline through repeat and referral business.Hear Cody’s real-world journey from selling golf clubs to leading one of the most connected organizations in LBM today—and what you can take directly out of his success playbook.Press play to learn how selling with purpose and building long-term trust can help you win more deals without ever dropping your price.Bradley Hartmann is thrilled to partner with Cody Nuernberg and the BLD Connection team this February in Minneapolis and March in Olathe, KS, to lead two 1.5-day sales workshops for LBM teams ready to go on offense and intentionally take market share in 2026. Details below.The Air Raid Sales Offense 1.5-Day Workshop Minneapolis MNFebruary 26, 2026 8:00 AM - February 27, 2026 11:45 AM (CST)https://members.bldconnection.org/ap/Events/Register/b3Fm0RmcNCRCwOlathe, KSMarch 25, 2026 8:00 AM - March 26, 2026 11:45 AM (CDT)https://members.bldconnection.org/ap/Events/Register/g4FDYkgTzCyCoDescriptionIt’s time to quit playing defense. In this high-energy, one-and-a-half-day workshop, sales leaders and OSRs will discover how to take control of your sales game, move fast, and start scoring more often. Based on The Air Raid Sales Offense by Bradley Hartmann—LBM sales trainer and former D-I college quarterback—this interactive experience will challenge attendees to think differently, act decisively, and lead boldly.Through rapid-fire sessions, small-team competitions, and real-world exercises, participants will learn how to design and execute a score-from-anywhere, modern sales offense built on optimism, fearlessness, simplicity, and fun. Every segment of this program is built to inspire action and drive measurable results.This isn’t a sit-and-listen seminar—it’s a full-contact experience for sales leaders ready to stop talking about uncertainty and start growing their business in spite of it.Come ready to compete, collaborate, and change the way you think about sales leadership. It’s time to go on offense.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.

Ever chased a deal that felt promising—only to get ghosted after pouring in hours of work?In this episode, Bradley Hartmann breaks down a real—and quite recent—sales loss from his own experience and offers a transparent, behind-the-scenes look at how urgency, complexity, and poor fit can cloud even the best sales judgment.Whether you're a seasoned rep or just refining your prospecting game, the takeaways are immediate and actionable.In this episode you will:Learn how to recognize red flags in complex sales before it’s too late.Discover why urgency is not the same as readiness—and how to tell the difference.Walk away with smarter ways to qualify leads so you can stop wasting time on dead-end deals.Play this episode now to learn how to avoid bad-fit clients, protect your time, and close more profitable deals in LBM sales.If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com or visit our website and click on Increase Sales.In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.New podcasts are dropped every Monday and Wednesday.