HeyJaredThe Craft of LBM Sales Podcast: Sell Value, Drive Builder Profit, and Win More Deals—Without Competing on Price
Are you working harder than ever but still watching deals slip away—stuck competing on price instead of winning by showing the real value you deliver?You’re not alone.
- Indexed episodes, last 90 days
- 22
- Latest publication
- Sep 16, 2026
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- Earliest in this view
- Jul 6, 2026
Latest episodes
103 :: 5 Pipeline Management Lessons to Help Your LBM Sales Team Create, Advance & Close More Deals (opens the original)
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Are you spending too much time looking at yesterday’s sales numbers instead of influencing what happens next? If your recent sales performance isn’t where you want it to be, pipeline management can give you a clearer path forward. By organizing, prioritizing, and quantifying future opportunities, LBM sales reps and leaders can make smarter decisions about where to invest their time and attention. In this episode, Bradley Hartmann breaks down the five pillars of effective pipeline management and
102 :: Fund the Tailgate, Not the Ticket: How to Become Unforgettable to Your Customers (opens the original)
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What if the best way to stand out with your customers this football season isn’t buying them tickets but funding the tailgate? Most companies wait until December to show customers their appreciation. The problem? That’s exactly when everyone else does it, too. Your gift becomes one of dozens arriving at the same time, making an otherwise generous gesture surprisingly easy to forget. Bradley Hartmann shares two immediately actionable ideas inspired by John Ruhlin’s Giftology philosophy of radical
101 :: The 2 Numbers Every LBM Sales Rep Should Know to Prove Their Value & Drive Growth (opens the original)
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Are you measuring sales success by the numbers that drive growth or are revenue and gross profit giving you an incomplete picture of who your most valuable sales reps really are? For decades, baseball judged players by familiar stats like batting average, until better data revealed those numbers didn’t always translate into wins. LBM sales may be facing the same problem. A rep with a massive book of business might look like a top performer, but that doesn’t necessarily mean they’re creating new
100 :: How Two Homebuilding Leaders Choose Suppliers and What It Takes to Win & Keep Their Business (opens the original)
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How well do you understand what your builder customers are dealing with when you ask for their business? Builders and developers are constantly balancing construction schedules, financing, uneven production flow, subcontractors, suppliers, service issues, and countless demands on their time. Understanding those pressures gives you a better chance to approach customers at the right time, solve problems that matter, and become someone they trust to make their job easier. For the 100th episode of T
99 :: What Alex Honnold’s El Capitan Climb Teaches Sales Leaders About Solving the One Problem Holding Back Growth (opens the original)
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What happens when your sales strategy calls for growth, but your compensation plan keeps rewarding your team for maintaining the status quo? Alex Honnold didn’t free solo 3,000 feet of El Capitan by treating every move as equally important. He identified the crux —the handful of moves where success or failure would be decided—and prepared obsessively for them. Your sales strategy has a crux, too. For many LBM dealers, that crux may be the compensation plan. When leadership wants proactive prospe
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