The Construction Leadership Podcast: Executive Strategies to Build Elite Teams & Consistently Deliver On-Time, Under Budget

In episode 57 Brian McCauley, Director of Sales Training at Atrium Windows and columnist at ProSales Magazine, shares his insights on all three levels of sales: personal sales skills, sales managemen…

In episode 56, we take a look back at our favorite 6 books from 2018 and discuss why those chosen are worth your time and attention.

Welcome to the new year! Our inaugural 2019 guest is Todd Skaggs, national vice president at Dealers Choice Distribution. Todd’s unique background (from Navy veteran to LBM outsider, now a college fo…

In episode 54 we take you inside a national home builder to better understand how to attract attention, create interest, and build trust with the individuals responsible for buying decisions. Matthew…

At 35 years of age with more than 20 years at Zeeland Lumber and Supply in Michigan, AJ Konynenbelt is an LBM unicorn. AJ is a Millennial who has earned his way onto the Executive team as a VP of Sal…

Last month at the NLBMDA conference in Chicago I met up with the association's out-going chairman and CEO of Franklin Building Materials, Rick Lierz. Rick shared his experience learning at the Disney…

No one likes to be rejected — to hear the word "no". Salespeople included. Yet the ability to anticipate and navigate around rejection is the hallmark of high-performing salespeople, especially when …

To celebrate episode 50, we interviewed a special guest — host Bradley Hartmann's father, Scott Hartmann, to discuss the most important lessons he learned after 4 decades in the lumber and building m…

In episode 49, we leverage the movie, "The Usual Suspects," to bring a single sales cliché into focus because of its destructive ability to thwart prospecting efforts in their tracks. And yet, this v…

On episode 48 we get a candid close-up of the generational handoff at McCoy’s Building Supply with Brian McCoy and Meagan McCoy Jones. Founded in 1927, McCoy's is in the process of transferring leade…

In Ep. 47, the NFL collides with the founder of modern management, Dr. Peter Drucker. Using the framework within Drucker's seminal article on "The Theory of the Business," we examine the NFL and seve…

Our guest on today’s podcast is Dennis Stine, CEO of Stine Lumber Company. In this episode, Dennis describes the values he and his 6 brothers and sisters were taught by their parents, and how those v…

In episode 45, we share the first installment (of 6) based on our research into the construction industry—and the LBM industry specifically—titled, "Through the Generational Looking Glass: Varying Pe…

In episode 44 Kara Sand, Manager of Professional Development at PCL Construction, shares insights into how the best organizations and leaders create an environment for employees of all generations to…

Bradley Hartmann and Jenny T. share the latest 3-year social media trends and other highlights from their new book releasing October 1, The Skeptical Lumberman Guide to Social Media. For the 3rd cons…

Customer testimonials are so valuable to your business, especially if they are videos. Over the years, we’ve helped several Behind Your Back Sales Co. clients create their own video testimonials as w…

You're busy. I'm busy. Everyone is busy. However, that response doesn't stop the best sales professionals from getting their foot in the door, building new relationships, and closing more deals. In e…

Our guest today is Ryan Stensland, General Manger at Pioneer Materials West in Colorado. In addition to leading seven locations from Denver to Grand Junction to Casper, Wyoming, Ryan led the effort t…

In episode 39, we examine the change The Basketball Tournament (TBT)employed to its scoring system and how a similar change can incentivize and promote more prospecting activities, which many sales p…

Today’s guest will help us understand the other side of the desk—the perspective of a commercial general contractor. Tim Meana is a Senior Project Manager with Walsh Construction Archer Western—the $…