In episode 254, Bradley is joined by GM Ryan Rennells and Office Manager Sam Robinson of Home Central Stores as they detail the life of Owner and President Katherine Whittemore, who tragically passed away in 2021 after her battle with breast cancer. They recall how Kate touched the lives of…
In episode 253, now that the 2022 NFL Draft has concluded, Bradley compares the need to continue prospecting to NFL teams drafting new players each year. Just because you have a great roster doesn't mean you don't need to continue to build relationships for the future. Bradley and Erik "The…
On this week's The Behind Your Back Podcast, Greg Templeman, President at Sunpro Corporation, discusses the leadership lessons he learned while on a mission in Siberia and how those years affected his life moving forward. #Sales #Lumber #LBM #Construction #Leadership #Sunpro #Siberia #Pricing #Metrics #Analytics #BehindYourBackPodcast #YouAreOwedNothing #DeliverValueFirst
In episode 252, Bradley is joined by Greg Templeman, President at Sunpro. Greg discusses how Sunpro removes emotion from pricing with their behavior-based pricing model. He details how their customers are effectively categorized based on 4 metrics, which impacts their pricing. Greg also shares leadership lessons he learned while living…
In episode 251, Bradley is joined by Rita Ferris, President of the Northeastern Retail Lumber Association (NRLA). Rita discusses the cause and effect of raising association dues. Even when there's no choice but to raise dues, she examines how to bring additional value at the same time. This episode is…
On our milestone 250th Episode, we show our appreciation for the great Dicky Fox. Dicky Fox, a fantastic character in the film Jerry Maguire, gave sound sales and life advice throughout the movie. We also hear from many of our past podcast guests who share their favorite Dicky Fox-isms. You…
In episode 249, Bradley is joined by Sean Shields, Director of Communications at the Structural Building Components Association (SBCA). Sean discusses how the ability to have full information will help you drive creativity to close deals with your customers. Sean also explains how component manufacturers need to adopt a new…
In episode 248, Bradley is joined by Josh Adams, Vice President of Operations at NPL. We discuss the value of building alliances with the people you serve everyday in order to grow together. Josh explains how maintaining your focus is essential when having to navigate through red tape at any…
In episode 246, Bradley is joined by Heather Bowman, Director of Marketing at Superior Plastic and Key-Link Fencing and Railing. We discuss how to build trust at an early stage of a marketing relationship. Heather explains how consistent experiences will help you build a brand story with your customers. Heather…
In episode 246, Bradley is joined by Dan Lester, Director of Field Diversity, Inclusion and Culture at Clayco. Dan explains leadership lessons he learned while playing football at The University of Missouri Rolla, including how to adapt on the fly. Dan also details the origins of Clayco Rising. Finally, Dan…
In the first segment of this special edition video version of The Behind Your Back Podcast episode, Bradley Hartmann and Matt Potter discuss the opening scene of Glengarry Glen Ross where Shelley Levene (Jack Lemmon) and Dave Moss (Ed Harris) are unsuccessfully working the phone booth to create sales.
In Segment 2, Bradley Hartmann and Matt Potter dive deep into the infamous Alec Baldwin ABC's of Closing scene.
In Segment 3, Bradley Hartmann and Matt Potter review the scene in Glengarry Glen Ross where Ricky Roma's client, James Link, wants to cancel a deal.
In Segment 4, Bradley Hartmann and Matt Potter examine the character, Shelley "The Machine" Levene.
Ryan McKenna, Founder and CEO of McKenna Capital recalls being diagnosed with a rare disorder, ending his dream of becoming a Major League Baseball Player player.
In episode 245, Bradley is joined by Ryan McKenna, Founder and CEO of McKenna Capital. Ryan discusses how the extreme adversity he faced in the athletic world allowed him to find his dream job in the real estate equity industry. Ryan also explains how betting on yourself can help lead…
In episode 244, Bradley is joined by Garrett Moore, CEO and Founder of Agorus. Garrett explains how Agorus has streamlined and accelerated the custom home building process and what makes them different. He reflects on the leadership lessons he learned while playing football at Stanford and as a member of…
In episode 243, Bradley is joined by Melissa Dalton, Head of Global Talent and Organizational Effectiveness at DBM Global. Melissa explains the difference between giving feedback vs. feedforward when doing evaluations. She discusses the advantages, especially for new leaders, to use feedforward to bring positivity to the organization. Melissa also…
On The Behind Your Back Podcast, Mark Scherer, COO of Scherer Bros. Lumber explains how he motivates a struggling salesperson. https://www.behindyourbackpodcast.com/239-the-wolf-of-wall-street-sales-in-cinema-with-mark-scherer/
In episode 242, Bradley and Erik discuss Football Hall of Famer, former coach, broadcaster, and salesman, John Madden. They examine what made Madden such a great salesman of the game of football, from the game itself, to the most profitable sports video game ever created. Bradley and Erik also explore…
In episode 241, Bradley is joined by returning guest Bobby Krueger, Principle at Mavrek Development in Chicago, IL and President of The Krueger Group in Cleveland, OH. Bobby shares some great examples of how to sell in today's climate. He also reflects on recent negotiations where bridges were burned by…
In episode 240, Bradley explains how to avoid bad habits during the glory days to prepare you for the future. How documenting your assumptions will help when setting annual goals and budgets. Bradley also reveals how using the G.A.P.P Model can help you set and achieve these goals. As an…
In episode 238, returning guest Mark Scherer, COO of Scherer Bros. Lumber Company joins Bradley and Erik to break down another Sales in Cinema film, The Wolf of Wall Street. Mark examines 3 scenes including the infamous Leonardo DiCaprio - Matthew McConaughey scene. This episode is brought to you by…
In episode 238, Bradley is joined by Kent Jobe of Franklin Building Supply, otherwise known as The Most Interesting Sales VP in the World. Kent explains why under promising and over delivering actually causes problems. We discuss the Buyer's Paradox and how salespeople can bring value by delivering unique capabilities.…