Tag : Behind your back

How to Rig the Carnival Games of Life in Your Favor

September 21, 2016

Matt Lauer, Savannah Guthrie, and The TODAY Show recently investigated the legitimacy of carnival games. I know this will shock you—the games are rigged. Chances of landing a plastic ring … Read More

Grow Customer Share One Product Line at a Time

August 17, 2016

Once you get your first product line sold to a new customer, you’re still—at least for the most part—on the outside looking in, because a competitor or competitors continue to sell this … Read More

The Future of LBM Training (and the future is now): PART I

June 29, 2016

“If he gets hit by a bus tomorrow,” the Operations Vice President said, a cordial MBA-type in his early-forties, “we’re all screwed. All the sales training is in his head.” … Read More

Prospecting, Selling and Cher-ing: Takeaways from IBS

April 20, 2016

While in Vegas for the International Builders Show, I saw a poster for an upcoming Cher concert. It cited Cher’s reign there. She dominated Vegas: 192 shows, more than $102 … Read More

The Chuck Taylor Challenge

October 21, 2015

Growing up, my father (you can read his monthly columns in LBM Journal as well) was always pushing the Converse Chuck Taylor All Stars. As an 11-year-old I thought, “Actually … Read More

BEHIND YOUR BACK: Target Stories. Not Stars.

April 16, 2015

You and your team are already doing the hard part – consistently solving your customers’ problems. Now it’s time to share the stories.

BEHIND YOUR BACK: Who is Coordinating Your Offense?

March 18, 2015

How to ensure that you keep the upper hand in customer acquisitions.

BEHIND YOUR BACK: Attention Owners: It’s About Your People

February 5, 2015

Unfiltered insights from a purchasing manager’s perspective.