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

61 :: How Bernie Marcus Built Home Depot By Doing What Didn’t Scale: Caring

Wed, 22 Apr 2026 04:00:00 -0500

When was the last time you truly went above and beyond for a customer. Not just fast service, but something they’d actually tell someone else about?

In today’s LBM industry, the conversation is dominated by efficiency, automation, and scale. But as companies optimize for speed and productivity, many sales professionals are losing the one advantage that actually builds loyalty: genuine care. Inspired by a story from Home Depot co-founder Bernie Marcus, who once chased a customer into the parking lot to personally solve their problem, this episode challenges what it really means to care in a world that doesn’t prioritize it. If you’ve ever felt like you’re competing on price, or worse, becoming replaceable, this conversation hits on what’s missing and why it matters now more than ever.

In this episode you will

• Discover why “caring” is the most underutilized and hardest-to-copy competitive advantage in sales today

• Hear powerful real-world stories from Bernie Marcus and the early days of Home Depot, to a modern LBM dealer, of what going above and beyond really looks like

• Walk away with a simple, practical framework to audit your customer relationships and take immediate action

Press play to learn how doing what doesn’t scale can set you apart and help you win more loyal, profitable customers.

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.

60 :: Why Your Sales Pitch Isn’t Working & The Secret Hack That Will Help You Win More Deals

Mon, 20 Apr 2026 04:00:00 -0500

Are you losing deals because your “differentiation” sounds exactly like everyone else’s?

In today’s competitive LBM market, builders don’t have time to figure out what makes you different—and if you can’t clearly prove it, you’ll get stuck competing on price or ignored altogether.

In this episode you’ll

Learn a simple 4-part framework to clearly prove your differentiation
Discover how to eliminate wasted time chasing bad-fit deals
Understand how to turn your messaging into measurable, value-driven outcomes builders care about

Press play to learn how to stand out instantly, win better-fit customers, and close more profitable deals with confidence.

New podcasts are dropped every Monday and Wednesday.

59 :: How To Raise Prices Without Losing Trust By Using Relationship Driven Sales

Wed, 15 Apr 2026 04:00:00 -0500

Are your price increases quietly destroying the trust you’ve built with your best customers?

In today’s tight market, builders are under pressure to cut costs, so how you communicate price increases matters more than ever. Yet many sales professionals rely on impersonal emails and “market excuses,” damaging relationships they’ve spent years building.

In this episode you will

Learn the 4 critical mistakes companies make when raising prices and how to avoid them
Discover how to communicate increases in a way that strengthens trust instead of eroding it
Get practical strategies to offset price hikes with value your customers actually care about

Hit play now to learn how to raise prices without losing trust, relationships, or deals.

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.

58 :: From Old Guard to Young Guns: Leading Sales Succession With Clarity and Standards

Mon, 13 Apr 2026 04:00:00 -0500

What happens when a future Hall-of-Famer like Chris Paul reaches the end of his career, but refuses to evolve?

In sales, just like in the NBA, even the greatest performers eventually enter the final chapter. For LBM leaders, managing end-of-career sales reps can be one of the most difficult—and costly—challenges if handled poorly.

In this episode you will:

Learn how to handle veteran sales reps in the final stage of their career without damaging culture
Discover how to transition legacy relationships while unlocking hidden revenue opportunities
Understand the leadership framework that turns “legends” into team multipliers instead of liabilities

Listen now to learn how to lead your team through one of the toughest transitions in sales—without losing momentum.

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.

57 :: The DAM Problem: Why Salespeople Stop Selling and What to Do About It (Live from Nashville LBM Strategies 2025)

Wed, 08 Apr 2026 04:00:00 -0500

Are you actually selling—or just staying busy managing accounts?

If your days are packed but your pipeline isn’t growing, you might be stuck in the hidden trap most salespeople fall into—spending too much time on account management, customer service, and internal tasks instead of real selling. This episode breaks down why it happens and how it slowly shrinks your business over time.

In this episode you will

Discover how to identify where your time is really going (and what’s costing you revenue)
Learn the difference between true selling vs. “fake productivity” activities
Understand how to consistently generate new, profitable business without burning out

Press play now to learn how to reclaim your time, refocus on real sales activities, and start growing your business again.

Click HERE for template

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.

56 :: Stop Asking For Help. Start Building a Business Case Instead. Here's How.

Mon, 06 Apr 2026 04:00:00 -0500

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 support

Hit 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 Template

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.

55 :: Why Not Saying No Is Killing Your Sales Productivity in LBM (The Oscar-Nominated “I Won’t Read Your Script” Rant)

Wed, 01 Apr 2026 04:00:00 -0500

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 performance
Learn how to say “no” confidently without damaging relationships
Understand why your time is your most valuable asset—especially in a soft LBM market

Press play now to rethink how you protect your time—and start focusing on what actually drives profit.

Click HERE to read the original post.

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.

54 :: Three Books Your Buyer Is Using to Negotiate Against You

Mon, 30 Mar 2026 04:00:00 -0500

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 you
Learn practical frameworks from 3 powerful books you can immediately apply in your sales conversations
Understand how to think differently about control, emotion, and power so you can protect margin and win better deals

Listen now to arm yourself with the same strategies your customers are using—so you can stay competitive, protect your price, and close stronger deals.

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.

53 :: The 6 Ways to Lead a Sales Team That Doesn’t Rot Under Pressure (Looking at You, Michigan)

Wed, 25 Mar 2026 04:00:00 -0500

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 performance
Pinpoint where your sales organization is vulnerable (even if results look strong)
Learn how to make simple shifts that create consistent, long-term growth

Press 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.

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.

52 :: How FAST Meetings Became the Only KPI That Turned Around Sales Performance

Mon, 23 Mar 2026 04:00:00 -0500

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 deals
Why common sales activities fail to produce real revenue
How to quickly build momentum and strengthen customer relationships

Press play to discover how prioritizing fast, meaningful meetings can immediately accelerate your sales results.

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.

51 :: How Wilson Lumber Built a Sales Team That Wins Big Accounts Without Destroying Operations with Josh Hendrickson

Wed, 18 Mar 2026 04:00:00 -0500

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 operations
Why “throwing deals over the fence” destroys trust between sales and operations teams
How top-performing LBM reps become trusted advisors by understanding how businesses actually run

Listen now to discover how aligning sales, forecasting, and operations can help you close more profitable deals while strengthening relationships across your company.

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.

50 :: Listener Mailbag: Should the LBM Industry Be Afraid of Brad Jacobs and QXO?

Mon, 16 Mar 2026 04:00:00 -0500

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 fear
Discover the concept of “optimistic paranoia” and how it drives competitive advantage
Understand how to position your company so customers see clear differentiation—even against massive competitors

Press play to learn how to turn industry disruption into fuel for stronger positioning, better sales execution, and more profitable builder relationships.

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.

49 :: If LBM Sales Is a Relationship Business… Why Are You Still Losing Orders?

Wed, 11 Mar 2026 04:00:00 -0500

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 trust
The biggest mistakes salespeople make when relying too heavily on relationships
A simple ASK framework to confidently ask for more meetings, more orders, and more opportunities

Hit play to learn how to turn strong relationships into stronger sales results by confidently asking for the business.

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.

48 :: Why “Waiting for the Market to Improve” Is a Terrible Sales Strategy

Mon, 09 Mar 2026 04:00:00 -0500

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.

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

47 :: How Builders Actually Choose Suppliers (It’s Not the Lowest Price)

Wed, 04 Mar 2026 04:00:00 -0500

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 partner
Use lead times, product knowledge, and scheduling awareness to protect builder timelines and margins
Ask better questions that turn experienced builders into mentors — and advocates for your growth
Build long-term trust through emotional intelligence, empathy, and proactive communication
Position 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.

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.

46 :: Why Being the “Best Kept Secret” Is Costing Your LBM Business Talent & Revenue with Stefanie Couch

Mon, 02 Mar 2026 04:00:00 -0500

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.

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.

45 :: How an LBM Sales Hunter Turned 17 Accounts Into $1.7M Without Competing on Price

Wed, 25 Feb 2026 04:00:00 -0500

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.

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.

44 :: Why QXO’s Acquisition of Kodiak Is Impacting Every LBM Sales Team in 2026 with Jon Vaughan

Mon, 23 Feb 2026 04:00:00 -0500

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 market
How AI, centralized procurement, and scale could reshape pricing, operations, and competitive pressure
Practical strategies sales leaders can use right now to go on offense and take market share instead of defending it

Press play now to learn how to respond strategically to industry consolidation and position your sales team to win—no matter how this acquisition unfolds.

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.

43 :: How to Break Through “Happy With My Current Supplier” in LBM Sales

Wed, 18 Feb 2026 04:00:00 -0500

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 quo
Discover The CD2nd Framework (Change → Drift → Second Opinion) and how it breaks the pattern instantly
Get practical, word-for-word examples you can use to book more nine-minute meetings this week

Press play now to learn the simple second-opinion approach that can immediately increase your face-to-face meetings and unlock more profitable builder conversations.

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.

42 :: A Sales Manager Shares the Hard Lesson Behind 4 Straight Months of Missed Sales Goals

Mon, 16 Feb 2026 04:00:00 -0500

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 stalling
Discover a simple four-step playbook to rebuild late-stage momentum and increase visibility at decision time
Gain practical scripts and tactics you can use immediately in discovery meetings, proposal delivery, and follow-up

Press 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 2

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.

41 :: Top 3 Lean Strategies LBM Sales Pros Use to Eliminate Waste & Sell More Profitably

Wed, 11 Feb 2026 04:00:00 -0500

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 waste
Learn the three most damaging forms of waste in LBM sales and how to eliminate them
Discover how lean principles help you deliver more builder value without working more hours

Press 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.

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.

40 :: Why Bill Belichick’s Hall of Fame Snub Is a Warning for LBM Sales Pros

Mon, 09 Feb 2026 04:00:00 -0500

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 relationship
How likability and respect quietly influence buying decisions
The hidden cost of ego, power, and short-term thinking in sales

Press 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=bbHZoNj2ogI

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.

39 :: Why To-Do Lists Fail Salespeople—and What a Real System Looks Like

Wed, 04 Feb 2026 04:00:00 -0500

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 reps
How constant, incremental progress creates compounding results
What top-performing sales pros do differently to stay focused, consistent, and in control
How you can join Bradley Hartmann and hundreds of other LBM sales pros nationwide in intentional time management for just $1.36 per day

Press 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.com

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.

38 :: From Golf Galaxy to LBM Sales Leader: How Cody Nuernberg Turned Retail Hustle Into Industry Influence

Mon, 02 Feb 2026 04:00:00 -0500

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 MN

February 26, 2026 8:00 AM - February 27, 2026 11:45 AM (CST)

https://members.bldconnection.org/ap/Events/Register/b3Fm0RmcNCRCw

Olathe, KS

March 25, 2026 8:00 AM - March 26, 2026 11:45 AM (CDT)

https://members.bldconnection.org/ap/Events/Register/g4FDYkgTzCyCo

Description

It’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.

New podcasts are dropped every Monday and Wednesday.

37 :: Ghosted Before Christmas: Hartmann’s Sales Loss and Why “Always Be Closing” Doesn’t Work in Complex LBM Sales

Wed, 28 Jan 2026 04:00:00 -0500

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.

New podcasts are dropped every Monday and Wednesday.

36 :: Struggling With LBM Sales Rejection? How The War of Art Can Flip Your Mindset and Your Numbers

Mon, 26 Jan 2026 04:00:00 -0500

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 it
Learn how The War of Art by Steven Pressfield became an unlikely sales manual for 100+ pros
Get a clear, actionable strategy to reclaim 20% of your time for real new business growth

Hit play now to learn how to beat Resistance, take back your time, and close more LBM business with confidence.

Writing Wednesday

New podcasts are dropped every Monday and Wednesday.

35 :: GOST Your LBM Sales Team: How to Turn Confusion Into Confidence and Close More Deals With Just 4 Letters

Wed, 21 Jan 2026 04:00:00 -0500

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.

New podcasts are dropped every Monday and Wednesday.

34 :: How Jerry Jones and the Dallas Cowboys Became the Perfect Case Study of Sales Leadership Gone Wrong

Mon, 19 Jan 2026 04:00:00 -0500

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.

New podcasts are dropped every Monday and Wednesday.

33 :: This One Mistake Nearly Ended a 30-Year LBM Sales Career—UFP's Mike Ellerbrook Shares His GOAT Sales Story

Wed, 14 Jan 2026 04:00:00 -0500

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 passion
Hear a real story of how emotional intelligence can make or break your long-term career in sales
Walk away with practical insights to help you sell better, grow faster, and lead with more intention

Hit play now to hear Mike Ellerbrook’s unforgettable GOAT sales stories and level up both your mindset and your sales results.

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.

32 :: Saying “It’s a Relationship Business” Means Nothing If You Don’t Collect the Dots—Hospitality Legend Danny Meyer Explains Why

Mon, 12 Jan 2026 04:00:00 -0500

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 apart
Learn why deep knowledge of your customer matters more than quoting fast
Walk away with a daily habit to start building better customer experiences that compound over time

Hit 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.

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.

31 :: Account Management Isn’t Selling: The Time Audit That Fixes LBM Sales in 60 Days

Wed, 07 Jan 2026 04:00:00 -0500

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 them
Learn how to identify time-wasting activities builders will never pay for
Discover which sales activities builders will pay more for, and how to do more of them consistently

Press 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 .

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.

30 :: How to Goose Sales in 30 Days With No Cold Calling and No Excuses

Mon, 05 Jan 2026 04:00:00 -0500

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 results
Discover how to uncover hidden revenue inside your current accounts using a simple wallet share audit
Find out why “Yeah, I already asked them about that" is killing your growth—and how to reframe the ask for a second chance

Hit play to learn the two simple strategies that can save a sales career—and goose your Q1 numbers starting today.

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.

29 :: How To Coach Sales Reps Like an NFL Head Coach: The 3 Essentials You Need Every Month

Mon, 29 Dec 2025 04:00:00 -0500

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 management
Learn how a simple 20-minute RPA meeting can drive accountability and eliminate underperformance
See how the Bears’ midseason turnaround applies directly to how you lead your team every single week

Hit play now to upgrade your coaching rhythm, eliminate guesswork, and build a team of confident closers who win consistently.

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.

28 :: Forget Your Gut Instinct—How "Curb Qualifying" Wrecks Your Credibility and Your Win Rate

Mon, 22 Dec 2025 04:00:00 -0500

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 consistently
Discover how a $179 sale turned into a massive wholesale order—all from one unexpected question
Hear Hartmann’s sales story that led to a $15K workshop sale just by refusing to judge at the curb

Hit 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.

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.

27 :: The $37 Insult I Still Think About Every December

Wed, 17 Dec 2025 04:00:00 -0500

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.

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.

26 :: Don’t Give Up on December: Dark December Is the Month That Separates Sales Amateurs From the Pros

Mon, 15 Dec 2025 04:00:00 -0500

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.

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.

25 :: Joe Rogan Breaks Down Kevin Hart’s Bold Move on Jeff Bezos: The Lesson Every Sales Rep Needs to Hear

Wed, 10 Dec 2025 04:00:00 -0500

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.

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.

24 :: Stop Asking Builders for 15 Minutes—Why That Pitch Is Killing Opportunities and What You Should Do Instead

Mon, 08 Dec 2025 04:00:00 -0500

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 sales

Get tactical examples of how to deliver high-impact ideas that cut through the noise

Discover 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.

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.

23 :: Waiting for the Buyer to Decide? Here’s Why That’s a Losing Strategy (Every Time)

Wed, 03 Dec 2025 04:00:00 -0500

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.

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.

22 :: Your Top Rep Might Be Overpaid and Underperforming—Here’s the Hard Truth

Mon, 01 Dec 2025 04:00:00 -0500

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.

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.

21 :: Live Coaching Call: Rebuilding a Sales Pipeline From Scratch With AI & Little Product Knowledge

Mon, 24 Nov 2025 04:00:00 -0500

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 research

Learn how to combine old-school discipline with cutting-edge tools for faster pipeline growth

Hear real coaching insights on building trust and credibility when you're still learning the products

Listen 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.

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.

20 :: Listener Pushback: Are the 10 Commandments of LBM Sales Excellence Even Realistic?

Wed, 19 Nov 2025 04:00:00 -0500

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 profitable
Discover how to fairly lead top performers without creating a toxic double standard

Walk away with a simple framework for improving pipeline clarity and prospecting discipline

Press play to find out how top leaders handle pushback from elite salespeople—without sacrificing process, profit, or team culture.

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.

19 :: The 7 AI Sales Tools LBM Pros Are Testing Right Now—And Why You Should Too

Mon, 17 Nov 2025 04:00:00 -0500

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 workflow

Discover 7+ AI tools (free & paid) that help close deals faster and with more confidence

Understand the mindset shift needed to explore AI without falling into hype—or fear

Hit play to discover how AI can transform your LBM sales game with practical tools, clear strategies, and real-world use cases.

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.

18 :: The 10 Commandments of LBM Sales Excellence

Wed, 12 Nov 2025 04:00:00 -0500

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 religiously

Learn how to build daily, weekly, and monthly disciplines that fuel pipeline growth and accountability

Get access to a real-world, one-page sales contract that boosts performance and eliminates excuses

Listen 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.

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.

17 :: It’s Not FOMO Builders Are Afraid Of—It’s This.

Mon, 10 Nov 2025 04:00:00 -0500

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.

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.

16 :: How Baseball's Five-Tool Player Concept Can Transform Your LBM Sales Performance

Wed, 05 Nov 2025 04:00:00 -0500

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.

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.

15 :: The 7 Counterintuitive Time Management Tips LBM Sales Reps Need to Close More Deals

Mon, 03 Nov 2025 04:00:00 -0500

Are you letting your email inbox and incoming calls dictate your sales day—and killing your productivity in the process?

While most LBM sales reps believe they have a pricing or prospecting problem, the real issue is often poor time management, managing priorities and pipeline from memory on a yellow legal pad or the same coil-bound notebook a 4th grader would use.

In this episode, you’ll learn why multitasking doesn’t work, why “find what works for you” is terrible advice, and what to do instead to finally control your schedule—and your sales results.

In this episode you will:

Learn 7 surprising time management tips specifically designed for LBM sales professionals.

Discover the truth about multitasking, task switching, and why your inbox is a productivity killer.

See how using a simple tool—the Weekly Game Plan—can help you plan with purpose, prospect consistently, and sell more without burnout.

Listen now to uncover a smarter way to manage your time and consistently grow your book of business—without feeling overwhelmed.

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.

14 :: Monitoring Emails Doesn't Grow Sales—Here’s the Pipeline Strategy That Will

Wed, 29 Oct 2025 04:00:00 -0500

Do you check your email 286 times each day, hoping new deals and hot opportunities will magically appear? Or do you have an quantified and prioritized sales pipeline that guides your focus and attention each day of the week?

If you're like many LBM sales pros—and me too—it’s easy to get caught up in daily fires and assume your pipeline is “under control.” But without clear priorities and quantified forecasts, you're not selling—you’re guessing.

This episode unpacks the mindset and systems needed to build a pipeline that drives consistent, confident sales performance.

In this episode, you will:

Learn a simple method to assign probabilities to every open quote and prioritize your best opportunities.

Discover the truth about why saying “my customers are different” is costing you deals—and how to overcome it.

Understand how forecasting isn't about being right. It’s about learning faster, selling smarter, and staying accountable.

Press play to learn the exact steps to quantify your pipeline and finally get ahead of your monthly sales goals—without any fancy software required.

(And if you’d life simple-not-fancy software to help you create your pipeline in under 30 minutes, visit thesimplesalespipeline.com and/or contact cheryl@bradleyhartmannandco.com)

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.

13 :: Why Thoughtful Gifting Beats Cold Calling for Prospecting in LBM Sales

Mon, 27 Oct 2025 04:00:00 -0500

Is your prospecting strategy making you unforgettable—or just invisible?

In today’s episode, you’ll discover a refreshing approach to staying top of mind with both prospects and existing customers—without spamming inboxes or begging for attention.

LBM sales reps often struggle to be remembered in a noisy, transactional world. This episode offers a thoughtful (and surprisingly fun) alternative.

In today’s episode you will:

Learn how to use strategic gifting to stay relevant and build deeper customer loyalty.

Discover why most sales reps are forgotten—and how to avoid that fate with minimal effort.

Get a practical framework for combining personal connection with professional value to stand out in your market.

Tune into this episode now to uncover how staying top of mind can unlock more referrals, loyalty, and long-term sales growth.

You can contact Lynn and Bailey Warren at Cottage Baby Boutique here: cottagebabyboutique.com

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.

12 :: What Singer (And Former U of Michigan Hooper) Adrien Nunez Taught Me About Sales

Wed, 22 Oct 2025 04:00:00 -0500

Are you solving the same sales problems over and over—without ever scaling your impact?

If you're constantly jumping from one builder fire drill to the next, you're not alone. Most LBM sales pros work hard but miss opportunities to multiply their value across prospects. This episode flips that script.

In this episode you will:

• Learn the 3-part "Study, Stack, Streak" framework that helps you prospect smarter, not harder

• Discover how to turn one solution into multiple touch points across platforms

• Get a repeatable tactic to stay top of mind with builders—and boost loyalty

• Listen to a new-ish jam that will allow you to (maybe) impress your kids with your pop cultural knowledge

Hit play to learn a practical, high-impact approach that helps you scale value delivery, close more deals, and finally stop competing on price.

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.

11 :: How to Be Confident in Sales—Even If You’re Getting Rejected Right Now

Mon, 20 Oct 2025 04:00:00 -0500

Are you struggling to land meetings with prospects and close new deals—even when you know you can deliver real value?

This episode reveals why confidence is your most powerful sales skill—and how a lack of it may be silently sabotaging your calls, meetings, and even referrals.

If you're prospecting, pitching, or presenting without a rock-solid belief in yourself, it’s time to fix that fast.

In this episode, you will:

Discover how to rebuild confidence even after a string of rejections.

Learn two ready-to-use sales scripts for prospecting and first meetings that instantly convey credibility.

Understand how bold self-belief—not pedigree or experience—is what separates top closers from average reps.

Tune in now to learn how to protect your confidence, present with authority, and win more deals without discounting your value.

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.

10 :: How Relationship-Based Trust Turns a Framer Into a Sales Advocate For You

Wed, 15 Oct 2025 04:00:00 -0500

Are you overlooking a massive referral opportunity sitting right on the job site?

In today's episode of The Craft of LBM Sales, we dig into a blind spot that’s costing LBM pros deals every day: failing to build trust with key influencers—especially within the Hispanic demographic.

When you understand how different cultures develop trust, you’ll unlock new relationships that help you close without discounting.

In this episode, you will:

Discover the two distinct ways humans build trust—and why your default approach might be wrong.
Learn how a simple 15-minute investment can land you more word-of-mouth referrals than any cold call.
Understand how cultural intelligence helps you build stronger, faster relationships with jobsite decision-makers.

Listen now to uncover a high-impact prospecting strategy that helps you win more deals by earning trust—not lowering your price.

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.

9 :: Four Sales Books Every LBM Sales Pro Needs to Sell Value Without Competing on Price

Mon, 13 Oct 2025 04:00:00 -0500

Host Bradley Hartmann sees books not just as something to read, but as powerful tools and long-term assets for growth. Over time, they become reminders of the habits and strategies that once made you successful—but that you may have stopped using.

In today’s episode, you’ll discover four essential sales books that every LBM sales pro should own. These books that can transform how you sell, lead, and win more profitable deals.

LBM sales pros today are overwhelmed with information, but still lack a clear sales process. In this episode, host Bradley Hartmann sits down with Todd Sattersten—publishing veteran and author of The 100 Best Books for Work and Life—to share the four sales books that should be on every LBM rep’s shelf.

These aren’t trendy reads—they’re time-tested tools to sharpen your pitch, fix your pipeline, and close with confidence.

In this episode you will:

Discover the 4 essential books that instantly level up your prospecting, closing, and time management.
Learn why a strong sales process—backed by the right books—helps you stop competing on price.
Gain timeless, practical takeaways that make you the trusted advisor your builder clients actually want to buy from.

If you're ready to sell smarter, faster, and more profitably, hit play and find out which 4 books can give you the edge.

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.

8 :: There’s a Reason They Shoot the Messenger: A Smarter Way to Raise Prices

Wed, 08 Oct 2025 04:00:00 -0500

Are price increases causing your loyal builders to shop around—and your prospects to ignore you?

If you’re in LBM sales, you know that passing along manufacturer price hikes with a shrug—or worse, a form letter—can make you look lazy and replaceable. But what if you could turn this challenge into a moment to win more business, re-engage cold prospects, and strengthen loyalty with your best clients?

In this episode, you’ll discover:

A proven strategy to offset price hikes with valuable, actionable ideas.
How to differentiate yourself from competitors using real-world builder insights.
Why prospecting during price chaos can be your biggest growth lever.

Listen now to learn how to use price increases as your secret weapon to drive loyalty, win new business, and stand out in a commoditized market.

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.

7 :: How to Introduce Yourself Without Sounding Like a Salesperson

Mon, 06 Oct 2025 04:00:00 -0500

Are your first impressions with prospects falling flat before the conversation even starts?

Whether you're introducing yourself at a builder meeting, on a jobsite, or over the phone, most LBM sales reps are unknowingly sabotaging deals with soft introductions that violate the #1 rule in sales: It’s not about you.

In this episode, you’ll learn a proven three-step framework to capture attention, reduce rejection, and spark real interest—starting from your very first sentence.

In this episode you will:

Discover the Feel–Know–Do Next framework that instantly connects with builders
Learn how to script and deliver intelligent introductions that get callbacks
Hear a real-life sales story that shows this approach in action

Hit play to learn how to stop sounding like every other sales rep and start making confident introductions that lead to profitable deals.

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.

6 :: How Bill Belichick’s Petty Move Reveals a Sales Strategy that Protects Your Time and Gross Margin

Wed, 01 Oct 2025 03:00:00 -0500

Do builders alternate between grinding you down on price and ghosting you?

If you're tired of wasting time on bad-fit prospects or losing deals because buyers don’t respect your time or expertise, this episode will help orient you in the right direction.

In this episode, we explore how to reset power dynamics in prospecting using a military-inspired strategy that works in LBM sales—as well as it does in Chapel Hill with Bill Belichick.

Listen to this episode and you will:

Discover how the “tit for tat” framework can help you filter out time-wasters and focus on real opportunities.
Learn how to confidently respond to disrespectful buyers and still leave the door open for future deals.
Master a simple mental model that protects your time, improves your close rate, and earns builder respect.

Listen now to unlock a game-changing mindset shift that helps you close more profitable deals—without chasing builders who don’t value your time.

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.

5 :: How to Navigate Around Your Most Common Sales Objection

Mon, 29 Sep 2025 04:00:00 -0500

Kids are natural salespeople, navigating around, over, and through objections with ease. They have a complete lack of self-consciousness when it comes to getting what they want.

However, as we age and life kicks us around a bit, we start flinching when we anticipate objections, let alone hearing them.

If you're an LBM sales pro who’s ever been caught flat-footed by common objections like “We’re happy with our current provider” or “Not interested,” this episode breaks down why simply knowing objections isn’t enough—you need authentic, practiced responses that keep the conversation alive and the deal moving forward.

In this episode, you will:

Learn the exact script that turns “We’re happy with our current provider” into a real opportunity.
Discover how persistence and creativity—not perfect timing—close more deals.
Uncover why scripting responses gives you an edge, even against competitors with lower pricing.

Listen now to discover how to outmaneuver objections and close more profitable deals without competing on price.

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.

4 :: Why Chasing Every Builder Hurts Your Pipeline—and How PRIME Fixes That

Wed, 24 Sep 2025 04:00:00 -0500

Are you chasing new business only to realize months later that it's unprofitable, frustrating, and a huge drain on your time?

Too many LBM sales pros fall into the trap of thinking all new work is good work. But if that customer isn’t both incremental and accretive, it’s just more stress with less profit.

In this episode, you’ll learn how to vet prospects like a pro using the PRIME framework, so you can stop wasting time and only fill your pipeline with clients who grow your top and bottom line.

In this episode, you will:

Learn the 5 filters of a PRIME prospect to quickly qualify or disqualify leads.
Discover why “gut feel” isn’t a sales strategy—and what to use instead.
Understand how better qualification leads to faster deals, higher margins, and fewer service headaches.

Tap play now to learn how to use the PRIME framework to build a pipeline packed with high-profit, low-drama clients.

Also! Click here to download the PRIME framework and begin using it today evaluating your sales pipeline.

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.

3 :: “Everyone Likes You, But We’re Not Buying”: What I Learned From the $500K Loss That Nearly Sunk My Business

Mon, 22 Sep 2025 04:00:00 -0500

Ever get the feeling—or have been told outright—that everyone likes you, only to still lose the sale? This episode shares the brutal sales lesson that changed everything for me.

In the world of LBM sales, being likable and working hard is essential, but insufficient. If your offer doesn’t help your customer make, find, or save money, you’re just a distraction.

In this episode, you’ll hear the story of a devastating sales loss and how it revealed a framework I use every day to drive my own profitable selling efforts.

By the end of this episode, you’ll learn:

The 3 verbs every LBM seller needs to master to win more work fast
The biggest mistake even experienced reps make when pitching new business
How to turn client pain points into profitable proposals with simple back-of-the-napkin math

Listen now to discover how to stop losing deals you should win—and start creating offers that actually move the needle for your buyers.

For a print version of this episode to share with your team, click here to download.

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.

2 :: Stop Chasing Every Deal: The Two-Word Filter to Close More Deals by Qualifying Better Prospects

Mon, 22 Sep 2025 03:00:00 -0500

Do you feel like you are wasting your time with tire kickers and price-focused, low-margin prospects who drain your energy and your profits? This episode reveals the two simple words that could instantly transform the way you qualify leads and close deals.

If you’re in the LBM sales world, you may feel the pressure to chase every opportunity, but not every deal is worth the chase. In this episode, we explore how thinking in terms of “Incremental” and “Accretive” can help you filter out the time-wasters and focus only on work that grows both revenue and profit.

Here’s what what’s in it for you:

A simple two-word framework to instantly qualify whether a prospect is worth your time
Real-world examples of deals that were incremental but not accretive—and why they became profit-killers
Specific questions to ask during prospecting that save you time, boost margins, and build a stronger sales pipeline

Listen now to discover how to stop wasting time on low-value leads and start building a sales pipeline full of profitable, high-margin deals.

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.

1 :: Sales Prospecting that Actually Works: The RRI Framework

Mon, 22 Sep 2025 02:00:00 -0500

Are you tired of cold calls going nowhere—and feeling like you’re a nuisance?

If you’re in LBM sales and struggling to land quality meetings, this episode reveals the missing link: how to use the first 30 seconds of a sales call to earn trust, build credibility, and open the door to profitable conversations. We’ll break down the exact 3-step RRI framework that can instantly separate you from all the other sales schmucks slinging stuff—and lead to higher-margin deals.

In this episode you will:

Learn the proven RRI Framework that helped host Bradley Hartman generate over $1M in sales calling people he did not know
Discover why most salespeople fail on the first call—and how to never make that mistake again
Get a real-world, repeatable phone script that show you exactly how to earn the right to interrupt and then deliver value

If you want to land more meetings, win more deals, and stop competing on price—tap play and start using the RRI framework today.

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.

0 :: Want to Close More LBM Deals Without Dropping Your Price? Start Here.

Tue, 16 Sep 2025 14:00:00 -0500

Think the only way to win new LBM sales is to offer the lowest price?

This introductory episode kicks off The Craft of LBM Sales Podcast—a short preview of what's coming for LBM sales pros who are ready to stop discounting and start delivering real value that drives builder profit. If you've been struggling to close deals, build loyalty, or get off the price treadmill, this show is built for you.

In this episode, you will:

• Learn the mission behind this podcast and who it’s for

• Hear how selling value (not price!) can transform your results

• Get a sneak peek at the real-world sales topics we’ll cover in upcoming episodes

Hit play on this quick 5-minute teaser to find out how this show will help you close more profitable LBM deals—with less price pressure and more confidence.

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.