Tag : Behind your back

How to Rig the Carnival Games of Life in Your Favor

1 month ago

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

2 months ago

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

4 months ago

“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

6 months ago

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

1 year ago

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.

2 years ago

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?

2 years ago

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

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

2 years ago

Unfiltered insights from a purchasing manager’s perspective.