Episodes

May 26, 2021

Ep. 201 :: Craig Webb: Key Insights from the Construction Supply 150

In episode 201, Craig Webb, author of the recently released Construction Supply 150 report, shares his insights on the most important trends you should be monitoring—and acting upon. * * * If you enjoyed this podcast,...

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May 19, 2021

Ep. 200 :: Defending Your Quote and Other Lessons From Pat Clancy, Vi…

In episode 200, Bradley is joined by Pat Clancy, Vice President at Wm. B. Morse Lumber Co. They discuss: How to deliver and defend your quote The importance of continuous improvement How to leverage relationships with subcontractors on the job …

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May 17, 2021

Ep. 199 :: Aaron Rodgers and 8.5 Sales Leadership Lessons from the De…

In episode 199, Bradley Hartmann identifies 8.5 lessons sales leaders can learn from and apply to their own businesses this week. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple...

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May 12, 2021

Ep. 198 :: Admiral James Stockdale: More Than a Paradox, More Than a …

In episode 198, Bradley details the lessons Admiral James Stockdale can teach us about living during difficult times and controlling what we can control. * * * If you enjoyed this podcast, we'd sincerely...

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May 5, 2021

Ep. 197 :: Stuart Kliman of Building Industry Partners on Creating a …

In episode 197, Bradley is joined by Stuart Kliman, Partner at Building Industry Partners. They discuss: Human capital management – what it is & why it’s important Curiosity as it relates to coaching The importance of the Employee...

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May 3, 2021

Ep. 196 :: The Biggest Lie in Sales Today Is the Biggest Truth in the…

Take a cue from the NFL Draft and take this opportunity to reevaluate and upgrade your roster of customers. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The …

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April 28, 2021

Ep. 195 :: Challenging Your Major League Sales Assumptions

In episode 195, Bradley addresses assumptions – whether in baseball or business – which can limit your success. If a company is to grow and evolve with its market, every assumption must be challenged, tested, and eventually updated. No set …

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April 21, 2021

Ep. 194 :: Matthew Schmidt: A Big Builder Perspective on Now

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...

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April 19, 2021

Ep. 193 :: Asking For a Friend: How to Deal With “My Customers Are Di…

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....

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April 14, 2021

Ep. 192 :: Kent Strawderman: From Wolohan and Wickes to Whatever's Ha…

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 …

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April 7, 2021

Ep. 191 :: Andrew and Michael Goodman of Sherwood Lumber

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...

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April 5, 2021

Ep. 190 :: Good News for People Who Love Bad News

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...

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March 31, 2021

Ep. 189 :: 12 Ways to Improve Your Virtual Selling Skills

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 …

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March 24, 2021

Ep. 188 :: Chancey Halvorson of Gulfeagle Supply: 14 Specific Ways to…

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...

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March 22, 2021

Ep. 187 :: Be Indispensable Now: A Mild Rant by Bradley Hartmann.

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...

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March 17, 2021

Ep. 186 :: Barry Nelson of FactorLab: Creating Competitive Advantage …

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...

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March 11, 2021

Ep. 185 :: Josh Causey: From Electrical Contractor to Software Develo…

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...

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March 9, 2021

Ep. 184 :: Allocation: Where Relationship Businesses Go To Get Tested

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...

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March 3, 2021

Ep. 183 :: 7 Pillars of Prospecting

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 …

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Feb. 24, 2021

Ep. 182 :: Kit Kats and Other Voicemail Vices

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 …

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Feb. 22, 2021

Ep. 181 :: The Great Prospecting Paradoxi of 2021

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...

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Feb. 17, 2021

Ep. 180 :: Max Pete: The One Hand Wonder Man

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...

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Feb. 10, 2021

Ep. 179 :: 5 Ways Dealers and Distributors Will Dominate in 2022

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...

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Feb. 3, 2021

Ep. 178 :: Developing Wealthy Contractors with Brian Kaskavalciyan

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...

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