Episodes

In episode 194, Bradley is joined by Matthew Schmidt, Strategic Sourcing Director at PulteGroup. They discuss:     - The current supply chain challenges     - How builders are thinking about the risk/reward in building...

In episode 193, Bradley and Jenny T. detail how to respond when a sales rep says, “My customers/region/territory is different.”   * * *   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts....

In episode 192, Bradley is joined by Kent Strawderman of Thomas and Milliken Millwork. They discuss: How to stay intentional and productive when wearing many hats Herm’s Law and why it matters The importance of staying in touch with customers even...

In episode 191, Bradley is joined by Andrew Goodman, President and CEO of Sherwood Lumber, and Michael Goodman, Assistant Director of Specialty Sales. They discuss: Forward pricing and risk management Thinking differently about social media and...

We know it's a crazy world right now. Differentiate yourself by being thoughtful and communicating with your customers. Times are challenging but you can be great anyway.   * * *   If you enjoyed this podcast, we'd sincerely appreciate it if...

We believe your influence and persuasiveness increases if you can sell face to face. If you can’t meet in person, virtual selling is the next best thing. In episode 189, Bradley and Jenny T. discuss ways to improve your virtual selling skills so you...

In episode 187, Chancey Halvorson of Gulfeagle Supply joins the show. Chancey is the Branch Manager in Fargo, ND and he emailed the show with a simple idea—to specifically identify 12  relevant methods to deliver value first during these...

In episode 187, Hartmann goes on a (mild?) rant after being triggered by a snarky, anti-builder LinkedIn post that has been gaining traction.   Leveraging a scene from the classic film, Office Space, and borrowing an insight from Aaron Ross...

In episode 186, Bradley is joined by Barry Nelson, President and CEO of FactorLab. They discuss why most daily planning sessions fail to provide clarity for the day’s most important work, how senior leaders can identify...

In episode 185, Bradley is joined by Josh Causey, Vice President at C&B Electrical Contractors and founder of Bolt Software. They discuss:  How to drive profits from large national and regional builders Ways you can leverage technology to...

In episode 184, Hartmann outlines a method for standing up and standing out during this unprecedented pricing/supply chain squeeze by being available, adaptable, and authentic.  In doing so, you can position your brand for growth despite this...

Right now, everyone in the market is looking for a second opinion. That is why there has never been a better time to focus on prospecting.   In episode 183, Bradley details the 7 Pillars of Prospecting, which are: 1. You are owed nothing. 2....

In episode 182, Bradley and Jenny T. discuss how to leave an effective voicemail.   * * *   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with...

In episode 181, Bradley Hartmann details a pair of prospecting paradoxes (paradoxi, potentially?) facing sales teams today. While sales professionals may be reluctant to pursue new prospects given unprecedented commodity pricing, limited product...

In episode 180, Bradley and Jenny T. are joined by Max Pete, Squarespace website designer and business coach.   You’ll walk away from this conversion with specific ways to increase your company’s capability using talented experts, tips on...

In episode 179, Hartmann Jenny T. discuss specific examples of, in Peter Drucker’s words, “the future that has already happened.” That is, changes in technology and/or mindset that fundamentally shift value creation for customers.   In the...

In episode 178, consultant and author Brian Kaskavalciyan joins the show to discuss how you can help your contractors increase their wealth. Quite literally, Brian wrote the book on the topic—it’s titled The Wealthy Contractor and he hosts The...

Business owners and executives often lament the absence of team members who “think like owners.” Yet when these business owners and executives are asked how, exactly, their team members can think—and more importantly, act—like owners, they...

In episode 176, Rita Clifton joins the show from across the pond. The Financial Times identifies her simply as The Brand Guru and the Queen awarded her the distinction of the Commander of the Order of the British Empire (one step below knighthood /...

A friend of the show reached out with a simple question. He had recently been promoted to lead a pair of locations that had opportunities to grow. Upon arriving, he found the sales culture lacked accountability, goal-setting, and prospecting....

The most efficient way to predict the future is to create it.   Look in the rearview mirror for a moment and reflect on what you did—and did not—achieve last year. Then set a goal for what you plan to do this year. Plot it out month-by-month...

In episode 173 of the Behind Your Back Podcast, sales leader and cinephile Matt Potter joins the show to break down the key scenes from the classic sales film, Tommy Boy.     Starring Chris Farley and David Spade, this 1995 comedy...

"People do not decide their futures, they decide their habits and their habits decide their futures." - F. Matthias Alexander   In this episode, host Bradley Hartmann breaks down the simple, yet effective habit management framework he has used...

In episode 171, you'll learn about leadership from Dr. Ginny Whitelaw. Ginny holds a Ph.D. in Biophysics from the University of Chicago and was a senior leader at NASA responsible for building the International Space Station—a project that provides...