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

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

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.

Ever felt stuck, unmotivated, or hesitant to pick up the phone—even when you know exactly what to do and what must be done?This episode dives deep into one of the biggest invisible forces stopping LBM sales pros from consistent prospecting and performance: Resistance, with a capital R.Whether you’re struggling with rejection, procrastination, or just feeling off your game for some undefined reason, what you’ll learn here will not only hit home, but provide actionable next steps to navigate around, over, and through it.In this episode you will:Discover why rejection in sales creates more avoidance than failure—and how to reverse itLearn how The War of Art by Steven Pressfield became an unlikely sales manual for 100+ prosGet a clear, actionable strategy to reclaim 20% of your time for real new business growthHit play now to learn how to beat Resistance, take back your time, and close more LBM business with confidence.Writing WednesdayIf 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.

Is your LBM sales team unusually sluggish, pessimistic, or distracted as we kick off the new year? If so, it’s not about attitude. It’s about clarity.In this episode of The Craft of LBM Sales Podcast, we break down how negativity often masks confusion, and why more motivation won’t help.You’ll learn how to cut through uncertainty—whether it’s caused by market chatter, industry consolidation, or just a bad trade show vibe—by using a simple strategic tool that brings immediate clarity to reps and managers alike.In this episode you will:Discover how the GOST framework helps sales leaders eliminate confusion and create momentum.Learn how to redirect your team's attention from gossip to meaningful, value-driven customer work.Use daily pipeline reviews and FAST meetings to transform your team's energy and focus in 7 days or less.Hit play now to learn how to shift your LBM sales team from reactive to intentional—without hype, and without waiting for Q2.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.

Is your sales manager a top performer—or a potential bottleneck to future growth?In this episode, we dig into a silent but deadly dynamic inside many LBM companies: sales managers who are still selling.While it might seem efficient or even necessary, this dual-role setup often leads to poor coaching, misaligned priorities, and an underperforming sales team.Whether you're in leadership or on the front lines, this conversation will change how you think about roles, results, and responsibility.In this episode you will:Learn how to spot the warning signs that your sales structure is sabotaging growth.Discover why dual-role sales managers struggle—and what to do instead.Get clear, actionable steps whether you're a manager or a rep to realign around performance and accountability.Listen now to learn how to stop competing with your team and start building one that wins new deals and consistently takes market share.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.

Do you ever feel like you're just selling lumber instead of helping build something meaningful? Or that your emotions sometimes get the best of you in stressful situations?In this episode, we explore two essential traits for long-term success in LBM sales: connecting to a larger purpose and mastering emotional control.You'll hear from Mike Ellerbrook, Executive Vice President at UFP Site Built, who shares two powerful stories: the project that changed how he viewed sales forever and the moment he nearly derailed his career by losing his cool with a customer.In this episode you will:Learn why tying your daily work to a higher purpose will help you close with more confidence and passionHear a real story of how emotional intelligence can make or break your long-term career in salesWalk away with practical insights to help you sell better, grow faster, and lead with more intentionHit play now to hear Mike Ellerbrook’s unforgettable GOAT sales stories and level up both your mindset and 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.

You’ve heard it a hundred times: “This is a relationship business.” But are you actually doing the work that builds real relationships—or just saying the words?In this episode, we unpack a powerful concept from hospitality icon Danny Meyer that flips the script on what it really takes to build trust with builders.If you’re not collecting the small, personal details—the dots floating around us all day—you’re missing the foundation of true connection. Most reps talk about relationships… but few actually behave like they're in one.In this episode you will:Discover what “collecting dots” really means—and how it sets elite LBM reps apartLearn why deep knowledge of your customer matters more than quoting fastWalk away with a daily habit to start building better customer experiences that compound over timeHit play to learn how Shake Shack founder Danny Meyer honed his approach to hospitality and how it can transform your sales strategy—and help you stop saying you build relationships and actually start doing it.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 actually selling—or just staying busy while your best opportunities slip away?Every LBM sales professional has the same amount of time, yet some consistently close more profitable deals while others feel stuck competing on price. This episode breaks down exactly where your time is going, why builders won’t pay for most of it, and how a small shift in focus can dramatically increase your value—and your commissions—without working longer hours.In this episode you will:Gain clarity on the four buckets that quietly dictate your sales success—and how to rebalance themLearn how to identify time-wasting activities builders will never pay forDiscover which sales activities builders will pay more for, and how to do more of them consistentlyPress play to learn how reallocating just 5–10% of your time can help you close more profitable deals within the next 30 to 60 days.To download the Activity Listing document discussed in this episode, 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.

Interested in coming out of the gates hot this year?In this fast-paced listener Q&A episode, Bradley Hartmann tackles a real-world challenge from a VP trying to save a promising but underperforming rep.If you're in LBM sales leadership or a rep looking to hit the ground running in January, this episode shows you how to stop relying on cold calls—and instead use two high-trust, no-excuse tactics that work now.In this episode you will:Learn the exact script to ask for builder introductions that actually get resultsDiscover how to uncover hidden revenue inside your current accounts using a simple wallet share auditFind out why “Yeah, I already asked them about that" is killing your growth—and how to reframe the ask for a second chanceHit play to learn the two simple strategies that can save a sales career—and goose your Q1 numbers starting today.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 coaching your sales team—or just managing numbers?In this episode, you’ll learn the 3 core fundamentals every LBM sales manager must focus on to coach reps effectively, build a winning culture, and hit aggressive targets—without micromanaging or wasting hours in meetings. Inspired by a listener's NFL coaching analogy, this is your playbook for better performance.In this episode you will:Discover why pipeline, time, and activity coaching are the true “blocking and tackling” of sales managementLearn how a simple 20-minute RPA meeting can drive accountability and eliminate underperformanceSee how the Bears’ midseason turnaround applies directly to how you lead your team every single weekHit play now to upgrade your coaching rhythm, eliminate guesswork, and build a team of confident closers who win consistently.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 silently disqualifying your best prospects before you ever say a word?Too many LBM sales reps lose profitable deals before the first handshake by making one costly mistake: curb qualifying. In this episode, you'll hear three unforgettable real-world stories—complete with beater cars, bait shops, and surprise seven-figure deals—that reveal how snap judgments kill your sales pipeline and how to stop doing it for good.In this episode you will:Learn the one bad habit that silently erodes your ability to prospect consistentlyDiscover how a $179 sale turned into a massive wholesale order—all from one unexpected questionHear Hartmann’s sales story that led to a $15K workshop sale just by refusing to judge at the curbHit play now and learn how ditching this bad habit will open more doors, win you more referrals, and help you close high-margin deals with confidence.Thanks to Mark Weber at Builders First Source in Michigan for providing the inspiration (and some ammunition!) for this episode.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 received a “thank you” so thoughtless it made you question your entire working relationship?In sales, success is never solo—but too many high-performers forget that when it's time to show appreciation. This episode explores the true cost of transactional gratitude and how it erodes trust, loyalty, and long-term collaboration.In this episode you will:Hear the real story behind a $37 gift that became a lasting leadership lesson.Discover why generic appreciation gestures fail—and what meaningful gratitude really looks like.Get practical steps sales leaders can use to coach their teams into building stronger ops relationships.Hit play to learn how to turn year-end appreciation into a long-term advantage your entire team feels and values.Postscript: Here’s another ridiculous little anecdote from a podcast listener.When I bought [Construction Supply Company in South Carolina] we only had five outside sales reps and one of them was 70 percent of our gross profit. He was a real prima donna who treated all of the inside salespeople and drivers like dogsh** on his shoes. I always got complaints from those who had to work with him so, the first Christmas after buying the company, I suggested to him that he give some token of appreciation to those people who helped him make over $200K a year. His response to me was, “Those people are getting paid to do those jobs. Why should he have to give them anything extra?” I wasted some breath explaining to him why and he finally said he would take my advice and give a Christmas present to everybody he worked with.A week later, I had our branch manager come to me with a $25 Chili's gift card he had gotten from our top salesperson. He would have been better off giving him nothing than insulting him with the Chili's gift card. To add insult to injury he then expensed those gift cards. I, of course, denied the expense and my relationship with our top salesperson went downhill from there.If some people aren't raised right, there's just nothing you can do about it.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 subconsciously sabotaging your Q1 sales by taking your foot off the gas right now?Many LBM sales pros ease off in December, telling themselves “The year’s basically over.”But when your builder clients are under maximum pressure to close out projects, it’s the best time to stand out and build real loyalty—and it’s often when reps disappear.In this brief episode you will:Discover the single mindset shift that separates amateurs from professionals during the fourth-quarter push.Learn practical, low-glamour ways to deliver real help that clients never forget.Find out how to spark meaningful conversations with decision-makers before the new year even begins.Hit play to learn how to stay visible, useful, and unforgettable during December—and dominate Q1 while others are still warming up.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 letting the fear of looking dumb keep you out of the rooms where the actual sale happens?Most LBM sales reps unknowingly block themselves from accessing real buyer insights, long-term planning conversations, and true influence, simply because they’re afraid to ask deeper questions.Inspired by Kevin Hart’s story on the Joe Rogan Podcast about walking across a room to talk to Jeff Bezos (founder of Amazon), this episode is your reminder that courage and curiosity are your most powerful tools in sales.In this episode you will:Learn how to unlock decision-maker conversations by embracing vulnerability, not avoiding it.Discover why “being too cool” is the biggest growth blocker in your sales game.Gain practical scripts and mindset shifts to move from performing to pursuing real expertise.Hit play now to learn how bold curiosity can open doors to more profitable conversations, lasting trust, and your next big sales breakthrough.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.