Videos

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. The feedback helps improve the show and helps with our…

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 if you have bad news * * * If…

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 branding If these truly are unprecedented times * * * If you enjoyed this…

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 you left a review on Apple Podcasts. The feedback helps…

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 can make the best impression on…

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 unprecedented times. * * * If you enjoyed this podcast, we'd…

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 Sorkin (financial talking head on Squawk Box, author of Too Big…

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 and change the culture, and a different perspective on cultural barriers on the job.…

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 run a better business Insights on discipline which can make you more…

In episode 184, Hartmann outlines a method to 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 asymmetrical crisis. Unlike the crisis symmetry offered during COVID (we're all facing the…

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. People need you. 3. Prospecting is…

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 our visibility as well. The more people…

The Behind Your Back Sales Co. presents a new, recurring podcast series featuring four LBM thought leaders: Bradley Hartmann, TJ Shaheen, Zach Williams, and Brett Thorne. Listen in to enjoy the lighter side of the LBM industry! Bradley Hartmann - Founder & CEO of the Behind Your Back Sales Co.…