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

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.

Struggling to get busy builders to even listen to your value proposition, let alone schedule a face-to-face meeting with you?In this Q&A episode, LBM sales coach Bradley Hartmann responds to a listener who’s facing the same challenge many LBM sales pros deal with: How to break through when builders are “too busy” for a sales meeting.If you’ve ever felt stuck at the first step of prospecting, this episode offers a direct and actionable way forward.In this episode you will:Learn why asking for time before delivering value is a losing strategy in LBM salesGet tactical examples of how to deliver high-impact ideas that cut through the noiseDiscover how to reframe your approach so builders want to talk with you (not avoid you)Listen now to learn how to earn builder attention, get more at-bats, and confidently win new business—without begging for meetings.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 crossing your fingers at the end of a deal, hoping for a yes?You're not alone, but that silence might not mean what you think it does.Too many LBM sales reps get passive at the most critical moment—right before the decision is made. In this episode, we dig into why most deals are lost after the proposal is sent and what you can do to flip the script, reclaim control, and close more profitably.In this episode you will:Learn the exact language that signals a "no" (even when it sounds like a "maybe").Discover the strategic questions top sales pros use to influence decisions—not wait on them.Hear how to shift from “hope” to “action” in the final stages of negotiation.Press play now to learn how to influence the outcome and win the deals you're currently losing.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 your sales compensation plans rewarding the wrong behavior—and quietly draining your profits?In today’s LBM landscape, outdated compensation models are not just ineffective—they’re actively misaligned with the market realities.Whether you're a dealer, distributor, or manufacturer, this episode offers a hard look at the hidden weaknesses in traditional sales comp plans and how to restructure them to drive real, sustainable growth.In this episode you will:Learn why paying for contribution beats rewarding attribution—and how to tell the difference.Discover five first principles for designing comp plans that actually drive new business and market share.Get practical steps to restructure your compensation model, including how to identify ideal customers and model volatility.Press play now to learn how leading LBM firms are aligning compensation with strategy to outperform the market—regardless of economic headwinds.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.

In this live coaching call between Bradley Hartmann and Ken from Florida—a new LBM sales pro transitioning from a career in aluminum sales—you’ll learn how to boost your sales using your voice, curiosity, a simple process, and the right AI tools.Whether you're new to LBM or just trying to sharpen your edge, this episode dives deep into the real-world challenges of starting over in sales—building trust, setting up a reliable pipeline, and navigating the overwhelm of AI tools that promise too much and deliver too little. If you're spending too much time on tech and not enough on fundamentals, this one's for you.In this episode you will:Discover the AI habits that can instantly improve your cold calls and researchLearn how to combine old-school discipline with cutting-edge tools for faster pipeline growthHear real coaching insights on building trust and credibility when you're still learning the productsListen to this live coaching session now to learn how to simplify your process, integrate AI with confidence, and close more profitable LBM deals—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.

Immediately after releasing episode 18—The 10 Commandments of LBM Sales Excellence—a listener fired off an email to host Bradley Hartmann:“How many people do you know for certain do this religiously? I can get the bottom half of my reps to do it but the top half say things like, “I don’t have time for this bulls***. Fire me if you want to, but I’m not doing it.” How do you respond to that when your rep who sells $12.5MM at 35% tells you that?”In this episode, Bradley will answer the two parts of that question, breaking down the real-world challenge of balancing performance with accountability, using a surprising insight from former NFL player and coach, Herm Edwards, and his golden rule of leadership.In this episode you will:Learn which two sales habits are the hardest to build—and why they’re the most profitableDiscover how to fairly lead top performers without creating a toxic double standardWalk away with a simple framework for improving pipeline clarity and prospecting disciplinePress play to find out how top leaders handle pushback from elite salespeople—without sacrificing process, profit, or team culture.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 it possible your sales competitors in the market are saving time—and selling more—by leveraging the AI? It’s an idea worth being paranoid about.It might be costing you more than you think.With AI now embedded in everything from prospect research to sales prep and writing, your competitors are using tools like ChatGPT and Claude to speed up workflows, personalize pitches, and save hours per week. If you're still typing every email manually and Googling clients the old way, you're leaving money—and time—on the table.In this episode you will:Learn how Bradley Hartmann integrates AI into his daily sales workflowDiscover 7+ AI tools (free & paid) that help close deals faster and with more confidenceUnderstand the mindset shift needed to explore AI without falling into hype—or fearHit play to discover how AI can transform your LBM sales game with practical tools, clear strategies, and real-world use cases.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 relying on outdated sales habits—and wondering why you keep missing your sales goal for the month?Too many LBM sales reps (and their managers) skip the fundamentals in favor of tactics that don’t move the needle. This episode reveals the 10 foundational habits that separate consistent closers from underperformers—and how you can turn them into a team-wide contract for success.In this episode you will:Discover the 10 Commandments of LBM Sales Excellence that top performers follow religiouslyLearn how to build daily, weekly, and monthly disciplines that fuel pipeline growth and accountabilityGet access to a real-world, one-page sales contract that boosts performance and eliminates excusesListen now to learn the exact sales fundamentals that drive profitable, consistent results in LBM—without competing on price. And click here to download your PDF version of the 10 10 Commandments of LBM Sales Excellence.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 still leading sales conversations with pricing—and finding that you’re getting nowhere with builders?In today’s competitive LBM sales landscape, builders are less concerned with saving a few bucks and more focused on saving time, staying efficient, and being informed. If you’re still relying on pricing alone to close deals, you’re not just blending in—it’s quite possible you’re losing business.In this episode you will:Learn the real hidden costs builders care about (and how to sell to them).Discover how time, attention, and new product knowledge create sales differentiation.Get insights directly from three top custom builders to level up your prospecting strategy.Listen now to learn how to stop competing on price and start delivering the kind of value builders are actively looking for.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 do a 17-year-old baseball prodigy and a top-performing LBM salesperson have in common? More than you think—and it starts with mastering the right five tools.In this episode, Bradley Hartmann uses the concept of a "five-tool baseball player" to introduce a powerful framework that helps LBM sales professionals evaluate and upgrade their own sales performance.If you’ve ever wondered how to grow your gross margin, win new customers, or make better use of your time—this episode is your new playbook.In this episode you will:Learn how to assess your sales performance using five key, measurable tools.Discover why most reps never track net new gross margin—and why that’s hurting their growth.Understand how “makeup,” the secret sixth tool, could be what’s holding you back from sales greatness.Press play now to find out how grading yourself like a pro scout can help you win bigger, better, and more profitable deals in the LBM world.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.