June 10, 2020

Ep. 134 :: Rock the Recession with Jonathan Slain

In episode 134 Bradley meets Jonathan Slain, co-author of Rock the Recession (with Paul Belair) and founder of Autobahn Consultants. Use the promo code BEHIND to receive 29% off everything sold at website, including Jonathan’s workbook, his...

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June 3, 2020

Ep. 133 :: Better Leader, Better Human with Ronda Conger of CBH Homes

In episode 133 Bradley is joined by Ronda Conger, author, podcaster, public speaker, and home building executive at award-winning CBH Homes in Boise.

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May 27, 2020

Ep. 132 :: Leadership Lessons from ‘The Last Dance’ with Jon Vaughan …

In episode 132, Bradley is joined by Jon Vaughan, President of Brand Vaughan Lumber, and Mark Scherer, COO of Scherer Bros. Lumber Co., to analyze leadership lessons they took from ESPN's Michael Jordan Documentary 'The Last Dance.' As always, thank...

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May 20, 2020

Ep. 131 :: The D.A.M. Problem with Salespeople

In episode 131, Bradley is joined by Jenny T. to talk about the D.A.M. Problem with Salespeople. They give their tips on how to help you and your salespeople overcome the drift to account management.

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May 15, 2020

Ep. 130 :: Live from New Jersey with TJ Shaheen of Builders' General

In episode 130, Bradley is joined by TJ Shaheen, Owner and EVP of Builders' General in New Jersey. TJ gives an inside look at the COVID-19 pandemic from his perspective and shares what his company is doing to keep employees …

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May 13, 2020

Ep. 129 :: Upgrading your online presence with Jillian Sobeck Whalen

In episode 129, Bradley is joined by Jillian Sobeck Whalen, Founder & Strategist at Sobeck Studio. She gives her advice on: How to make your message stand out on social media How to improve your digital presence in only 1 …

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May 6, 2020

Ep. 128 :: Seeing the forest for the trees with Dr. Mark Guinter

In episode 128, Bradley is joined by epidemiologist Dr. Mark Guinter, PhD, to help us give public health insights far beyond the current COVID-19 experience.

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May 1, 2020

Ep. 127 :: Unessential Business with Zach Williams, Brett Thorne, and…

In episode 127, The Behind Your Back Sales Co. presents a new, recurring podcast series featuring four LBM thought leaders: Bradley Hartmann (Founder & CEO of the Behind Your Back Sales Co.), TJ Shaheen (Executive Vice President and 4th generation...

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April 29, 2020

Ep. 126 :: Yes, there is a playbook for this

In episode 126, Bradley Hartmann takes another look at the COVID-19 pandemic, this time focusing on what's inside a builder's playbook during times of uncertainty. He talks about: What you can learn from Zoom's botched meteoric rise 3 phases of...

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April 27, 2020

Flashback to Ep. 69 :: Overconfidence in Drafting Talent: Yours and i…

In the wake of the NFL's first virtual-only draft, we take a look back at "Ep. 69 :: Overconfidence in Drafting Talent: Yours and in the NFL." Bradley Hartmann draws parallels between the 2019 NFL Draft and your business. He …

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April 22, 2020

Ep. 125 :: Stephen James of the Leadership Lab

In episode 125, Bradley Hartmann sits down with Stephen James, Founder & CEO of The Leadership Lab and President & Executive Director of Sage Hill Counseling. They dive into: Why the human aspect is most important for your...

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April 15, 2020

Ep. 124 :: Yes, Fear Works (But there’s a better way) with Carl Moyer…

In episode 124, Bradley Hartmann sits down with Parr Lumber's Director of Human Resources, Carl Moyer. They discuss: How to build a culture employees want to be a part of What companies do that kills team morale Carl and Bradley's...

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April 13, 2020

Ep. 123 :: What do you never want them to feel?

In episode 123, Bradley Hartmann takes a look at Groundhog Day to show you how the stress of COVID-19 might be affecting your leadership. He gives his advice on how to ensure you're making your employees feel valued while still …

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April 8, 2020

Ep. 122 :: Mike Barrett of Barrett Homes: Finding the Upside In Any D…

In episode 122, Bradley sits down with Mike Barrett, owner of Barrett Homes. They discuss: Starting a business during an economic downturn How you can take advantage of times of uncertainty How to operate safely during COVID-19 Continuing...

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April 1, 2020

Ep. 121 :: Habit Defense and Development in times of uncertainty

In episode 121, Bradley and Jenny T. discuss habit defense and development in times of uncertainty. Tactical elements include: - Why you start with defensive measures against new bad habits - How you can make new habits easy to start …

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March 31, 2020

Ep. 120 :: Negotiation in times of uncertainty, part 2

In episode 120, Bradley and Jenny T. revisit last Friday's topic of negotiation in times of uncertainty. Tactical elements include: - How the clock can help/hurt you - Why you should lead with objections - How to maintain a poker …

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March 30, 2020

Ep. 119 :: Negotiation in times of uncertainty, part 1

In episode 119, Bradley and Jenny discuss negotiation in times of uncertainty. Tactical elements include: - Anticipating the shift to buyers - Understanding loss aversion - Examining cost drivers - Detailing the total cost of ownership -...

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March 27, 2020

Ep. 118 :: Sales leadership in times of uncertainty

In episode 118, we turn our attention to sales leadership in the time of uncertainty. Tactical elements include: - Maintaining confidence - Goals and Q1 progress - Daily planning - Target prospecting Plus a customized sales case study abut Steph …

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March 26, 2020

Ep. 117 :: Productivity in times of uncertainty

In episode 117, for the first time on the mini-series, Bradley is joined remotely by Jenny T, to discuss productivity in the time of uncertainty. They give you their tips and tricks to help keep you and your teams productive …

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March 25, 2020

Ep. 116 :: Prospecting in times of uncertainty

In episode 116, the second episode of our daily mini-series, we focus on finding new customers and why it's more important now than ever to continue prospecting. Your company is counting on you to do it. Thanks for listening!

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March 24, 2020

Ep. 115 :: Customer Intimacy in times of uncertainty

In episode 115, we're doing things a little different than normal. Starting today, we're posting shorter, more tactical episodes to help you navigate this uncertain selling environment. Today's episode covers how to get close to customers in a time of...

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March 19, 2020

Ep. 114 :: Broaching the Lessons of The Bachelor

In episode 114, Bradley Hartmann turns your attention away from the news to ... the Bachelor. He focuses on a few key sales lessons drawn from the repetitive one-liners heard over and over again on the show to help you …

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March 11, 2020

Ep. 113 :: Building the Future with Tim Beckman of Simpson Strong-Tie

In episode 113, Bradley is joined by Tim Beckman, Director of Customer Facing Software at Simpson Strong-Tie. Bradley and Tim discuss how the construction industry is starting to embrace building information modeling, and how using any available...

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March 4, 2020

Ep. 112 :: Shawn Van Dyke on helping contractors profit first

In episode 112, Bradley Hartmann is joined by Shawn Van Dyke, author of Profit First for Contractors. Bradley and Shawn discuss the challenges contractors face and Shawn gives clear and actionable advice on ways to overcome them to make your …

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