Ice Cubes To Eskimos
Have you ever received a backdoor compliment? When I was once told I could “sell ice cubes to eskimos,” the context may
March 15, 2017
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Selling Is A Dialogue, Not A Conversation
The concept of conversational selling may be a friendly approach to the sales process, but it’s not the most effective. Why? A
January 31, 2017
Easy Street Is A Detour Off The Road To Success
Scott Peck’s classic book, “The Road Less Traveled”, starts with three words: “Life is difficult.” Peck first published the bestseller in 1978—before
November 29, 2016
The Power Of The Positive “No”
Former British prime minister Tony Blair once said, “The art of leadership is not saying ‘Yes’. It is saying ‘No’.” Saying “no”
November 15, 2016
Healthy Competition. How Will You Stand Out From The Crowd?
As any U.S. builder knows, housing is a competitive business. But imagine for a moment if it wasn’t. Think about Google. Google
October 18, 2016
Three Skills That Identify Great Sales Managers
I’ve worked with sales managers around the country, in small businesses and large organizations. It’s not difficult to pinpoint those who are
August 23, 2016
If You Want Great Salespeople, Be a Great Sales Manager
It’s always a joy to take pride when your sales team succeeds. You know that you played a part in achieving those
July 7, 2015
Follow the Leads: Where Homebuilders are Failing Their Own CRMs.
The job of a website is to generate leads—to guide someone to walk through your door. What you and your sales team
December 23, 2014
Has Your Builder Website Gone Responsive?
I was sitting with a builder not long ago and a sales professional was talking with a couple. I overheard this couple
December 9, 2014
What’s Fit to Print? Print Ads and Collateral for Today’s Homebuilder
Before the tsunami-like surge of the Web, homebuilders spent a large portion of their advertising budget on print—both ads and collateral materials.
November 25, 2014
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