Interested in coming out of the gates hot this year?

In this fast-paced listener Q&A episode, Bradley Hartmann tackles a real-world challenge from a VP trying to save a promising but underperforming rep.

If you're in LBM sales leadership or a rep looking to hit the ground running in January, this episode shows you how to stop relying on cold calls—and instead use two high-trust, no-excuse tactics that work now.

In this episode you will:

1. Learn the exact script to ask for builder introductions that actually get results
2. Discover how to uncover hidden revenue inside your current accounts using a simple wallet share audit
3. Find out why “Yeah, I already asked them about that" is killing your growth—and how to reframe the ask for a second chance

Hit play to learn the two simple strategies that can save a sales career—and goose your Q1 numbers starting today.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected]—let’s talk.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Are you coaching your sales team—or just managing numbers?

In this episode, you’ll learn the 3 core fundamentals every LBM sales manager must focus on to coach reps effectively, build a winning culture, and hit aggressive targets—without micromanaging or wasting hours in meetings. Inspired by a listener's NFL coaching analogy, this is your playbook for better performance.

In this episode you will:

1. Discover why pipeline, time, and activity coaching are the true “blocking and tackling” of sales management
2. Learn how a simple 20-minute RPA meeting can drive accountability and eliminate underperformance
3. See how the Bears’ midseason turnaround applies directly to how you lead your team every single week

Hit play now to upgrade your coaching rhythm, eliminate guesswork, and build a team of confident closers who win consistently.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected]—let’s talk.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Are you silently disqualifying your best prospects before you ever say a word?

Too many LBM sales reps lose profitable deals before the first handshake by making one costly mistake: curb qualifying. In this episode, you'll hear three unforgettable real-world stories—complete with beater cars, bait shops, and surprise seven-figure deals—that reveal how snap judgments kill your sales pipeline and how to stop doing it for good.

In this episode you will:

1. Learn the one bad habit that silently erodes your ability to prospect consistently
2. Discover how a $179 sale turned into a massive wholesale order—all from one unexpected question
3. Hear Hartmann’s sales story that led to a $15K workshop sale just by refusing to judge at the curb

Hit play now and learn how ditching this bad habit will open more doors, win you more referrals, and help you close high-margin deals with confidence.

Thanks to Mark Weber at Builders First Source in Michigan for providing the inspiration (and some ammunition!) for this episode.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected]—let’s talk.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Ever received a “thank you” so thoughtless it made you question your entire working relationship?

In sales, success is never solo—but too many high-performers forget that when it's time to show appreciation. This episode explores the true cost of transactional gratitude and how it erodes trust, loyalty, and long-term collaboration.

In this episode you will:

• Hear the real story behind a $37 gift that became a lasting leadership lesson.

• Discover why generic appreciation gestures fail—and what meaningful gratitude really looks like.

• Get practical steps sales leaders can use to coach their teams into building stronger ops relationships.

Hit play to learn how to turn year-end appreciation into a long-term advantage your entire team feels and values.

Postscript: Here’s another ridiculous little anecdote from a podcast listener.

When I bought [Construction Supply Company in South Carolina] we only had five outside sales reps and one of them was 70 percent of our gross profit. He was a real prima donna who treated all of the inside salespeople and drivers like dogsh** on his shoes. I always got complaints from those who had to work with him so, the first Christmas after buying the company, I suggested to him that he give some token of appreciation to those people who helped him make over $200K a year. His response to me was, “Those people are getting paid to do those jobs. Why should he have to give them anything extra?” I wasted some breath explaining to him why and he finally said he would take my advice and give a Christmas present to everybody he worked with.

A week later, I had our branch manager come to me with a $25 Chili's gift card he had gotten from our top salesperson. He would have been better off giving him nothing than insulting him with the Chili's gift card. To add insult to injury he then expensed those gift cards. I, of course, denied the expense and my relationship with our top salesperson went downhill from there.

If some people aren't raised right, there's just nothing you can do about it.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected]—let’s talk.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Are you subconsciously sabotaging your Q1 sales by taking your foot off the gas right now?

Many LBM sales pros ease off in December, telling themselves “The year’s basically over.” 

But when your builder clients are under maximum pressure to close out projects, it’s the best time to stand out and build real loyalty—and it’s often when reps disappear.

In this brief episode you will: 

• Discover the single mindset shift that separates amateurs from professionals during the fourth-quarter push.

• Learn practical, low-glamour ways to deliver real help that clients never forget.

• Find out how to spark meaningful conversations with decision-makers before the new year even begins.

Hit play to learn how to stay visible, useful, and unforgettable during December—and dominate Q1 while others are still warming up.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected]—let’s talk.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Are you letting the fear of looking dumb keep you out of the rooms where the actual sale happens?

Most LBM sales reps unknowingly block themselves from accessing real buyer insights, long-term planning conversations, and true influence, simply because they’re afraid to ask deeper questions. 

Inspired by Kevin Hart’s story on the Joe Rogan Podcast about walking across a room to talk to Jeff Bezos (founder of Amazon), this episode is your reminder that courage and curiosity are your most powerful tools in sales.

In this episode you will:

• Learn how to unlock decision-maker conversations by embracing vulnerability, not avoiding it.

• Discover why “being too cool” is the biggest growth blocker in your sales game.

• Gain practical scripts and mindset shifts to move from performing to pursuing real expertise.

Hit play now to learn how bold curiosity can open doors to more profitable conversations, lasting trust, and your next big sales breakthrough.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected]—let’s talk.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Struggling to get busy builders to even listen to your value proposition, let alone schedule a face-to-face meeting with you?

In this Q&A episode, LBM sales coach Bradley Hartmann responds to a listener who’s facing the same challenge many LBM sales pros deal with: How to break through when builders are “too busy” for a sales meeting. 

If you’ve ever felt stuck at the first step of prospecting, this episode offers a direct and actionable way forward.

In this episode you will:

• Learn why asking for time before delivering value is a losing strategy in LBM sales

• Get tactical examples of how to deliver high-impact ideas that cut through the noise

• Discover how to reframe your approach so builders want to talk with you (not avoid you)

Listen now to learn how to earn builder attention, get more at-bats, and confidently win new business—without begging for meetings.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Are you crossing your fingers at the end of a deal, hoping for a yes?

You're not alone, but that silence might not mean what you think it does.

Too many LBM sales reps get passive at the most critical moment—right before the decision is made. In this episode, we dig into why most deals are lost after the proposal is sent and what you can do to flip the script, reclaim control, and close more profitably.

In this episode you will:

• Learn the exact language that signals a "no" (even when it sounds like a "maybe").

• Discover the strategic questions top sales pros use to influence decisions—not wait on them.

• Hear how to shift from “hope” to “action” in the final stages of negotiation.

Press play now to learn how to influence the outcome and win the deals you're currently losing.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Are your sales compensation plans rewarding the wrong behavior—and quietly draining your profits?

In today’s LBM landscape, outdated compensation models are not just ineffective—they’re actively misaligned with the market realities. 

Whether you're a dealer, distributor, or manufacturer, this episode offers a hard look at the hidden weaknesses in traditional sales comp plans and how to restructure them to drive real, sustainable growth.

In this episode you will:

• Learn why paying for contribution beats rewarding attribution—and how to tell the difference.

• Discover five first principles for designing comp plans that actually drive new business and market share.

• Get practical steps to restructure your compensation model, including how to identify ideal customers and model volatility.

Press play now to learn how leading LBM firms are aligning compensation with strategy to outperform the market—regardless of economic headwinds.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

In this live coaching call between Bradley Hartmann and Ken from Florida—a new LBM sales pro transitioning from a career in aluminum sales—you’ll learn how to boost your sales using your voice, curiosity, a simple process, and the right AI tools.   

Whether you're new to LBM or just trying to sharpen your edge, this episode dives deep into the real-world challenges of starting over in sales—building trust, setting up a reliable pipeline, and navigating the overwhelm of AI tools that promise too much and deliver too little. If you're spending too much time on tech and not enough on fundamentals, this one's for you.

In this episode you will:

• Discover the AI habits that can instantly improve your cold calls and research

• Learn how to combine old-school discipline with cutting-edge tools for faster pipeline growth

• Hear real coaching insights on building trust and credibility when you're still learning the products

Listen to this live coaching session now to learn how to simplify your process, integrate AI with confidence, and close more profitable LBM deals—starting today.

Learn more about Bradley Hartmann's Sales Fundamentals Workshop here.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.