Category : Behind Your Back

The Leery Lumberman’s Guide to Social Media

November 28, 2016

Behind Your Back In 2008, a General Manager of an independent LBM firm called me. He was under attack. “I need your help! Marketing keeps demanding we join The Facebook … Read More

How to Call B.S. at Work…and Have People Love You For It.

October 13, 2016

“BRADLEY, I GOTTA CALL B.S. HERE.” I hired two interns this summer specifically for this reason—to challenge my thinking with their casual combination of candor, confidence, and cluelessness that few … Read More

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

Darkness on the Edge of Sales

August 10, 2016

I RECENTLY LISTENED TO A “WAITING BY THE PHONE” segment on the radio. You know the scenario—guy meets girl, they go on a few dates, things appear to be going … Read More

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

July 25, 2016

Click here to read part 1 of this article series. Several years ago, Mike Rowe was hired as a pitchman by Ford. Rowe was well known for his show, “Dirty … 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

Three Inquiries to Improve and Impart Insight

February 19, 2016

The Salesman in my office was baffled. His eyes dilated, unflinching. His face slack jawed to the extent I saw his adenoids. Slowly his mouth re-formed as he began to … Read More

BEHIND YOUR BACK: The Sales and Purchasing Bookshelf

January 21, 2016

Seven don’t-miss business books for buyers and purchasing managers (and you). Exactly one year ago this column first appeared in these pages along with the release of my book, Behind … Read More

Being Bill Belichick: Talent Evaluation and the Personal Win

December 1, 2015

I don’t particularly care for New England Patriots coach Bill Belichick. The distressed hooded sweatshirt with the DIY sleeve removal. The self-righteous disdain for the media. And, of course, the … Read More