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Born into the LBM industry, Bradley Hartmann graduated to building over 1000 homes for a national homebuilder before moving into an Area Purchasing role. He now trades those stories and insights with industry leaders in the Behind Your Back Podcast, dedicated to helping construction and LBM professionals sell, market, and work smarter and have more fun building America.
 
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In episode 238, Bradley is joined by Kent Jobe of Franklin Building Supply, otherwise known as The Most Interesting Sales VP in the World. Kent explains why under promising and over delivering actually causes problems. We discuss the Buyer's Paradox and how salespeople can bring value by delivering unique capabilities. Kent also shares 3 ways you c…
 
In episode 237, Bradley is joined by Melanie Bisson, Director of LBM Sales at Grabber Construction Products. Melanie explains Artificial Intelligence (AI), how it works, and the several ways companies can leverage it to innovate. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it…
 
In episode 236, Bradley is joined by Clay Miller, Hardwood Lumber Expert at Aurora Timberland. Clay examines 3 fantastic scenes from the Netflix series Big Timber and shares his similar experiences and lessons learned from these encounters. While Aurora Timberland is a large wholesale lumber dealer in North America, Clay explains the interesting st…
 
In episode 235, Bradley is joined by Bruce Marshall from Rookie Sales Pro, LLC. Bruce shares the inspiring story of his rise from a diesel truck mechanic to sales leader, business owner, entrepreneur, and sales rapper. He explains how reading Sales Leader, Author, and a friend of this podcast, Mike Weinberg's book New Sales Simplified, sent him dow…
 
In episode 234, Bradley is joined by Capital One Trade Credit Vice President, Shawn Cunningham and Managing Vice President Scott Simpson. They discuss the Capital One Trade Credit Platform and why it's different, their approach to managing relationships, and whether or not they regularly hang out with Capital One spokesman Charles Barkley. *** If y…
 
In episode 233, returning guest and sales extraordinaire, Matt Potter, joins Bradley to break down another Sales in Cinema film, Glengarry Glen Ross. Matt dissects 4 scenes including the infamous ABC, Always Be Closing, Alec Baldwin scene. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feed…
 
In episode 232, Bradley visits with Dan Butterfield, VP of Residential Sales at Daltile, and Steve Chesin, CEO of Carpets N More, during the FEI Group National Conference. They discuss how to better diversify your business to become recession-proof and why you need to have the mindset of selling solutions instead of selling products. Dan and Steve …
 
In episode 231, Bradley visits with President and CEO, Megan Bittle of RSI Kitchen and Bath, and Patrick Warren, VP of Residential Sales, Dealer and Showrooms at Daltile during the FEI Group National Conference. They discuss how work-life has shifted in the past 2 years as has how their companies approach business. This includes debating the benefi…
 
In episode 230, Bradley examines the significance of Earl Nightingale's The Strangest Secret and the effects it has on our everyday lives. Bradley also explains how we can become better versions of ourselves by developing systems of gratitude and avoiding loss aversion. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a rev…
 
In episode 229, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by comparing Philadelphia 76ers' basketball player, Ben Simmons' downward spiral to a salesperson losing confidence. Bradley explains why we need to be more sensitive to how people are feeling. Be sure to download all 3 of our podcasts this week, offering valuabl…
 
In episode 228, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by revealing several phrases to never use when trying to make a sale. Bradley suggests better options to use instead of the ol' JCI - Just Checking In. Be sure to check with us daily the rest of the week as we release multiple lessons while we countdown to sellin…
 
In episode 227, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by revealing the 4 essential rules you can use to help you win any negotiation. Be sure to check with us daily the rest of the week as we release multiple lessons while we countdown to selling out the 2022 Sales Fundamentals Workshop, April 18-20 in Ft. Worth, TX…
 
In episode 226, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by explaining the Power Curve and why you should utilize the 80-20 rule to take control of your sales. Be sure to check with us daily over the next 2 weeks as we will release multiple lessons while we countdown to selling out the 2022 Sales Fundamentals Workshop,…
 
In episode 225, Bradley offers a preview of the 2022 Sales Fundamentals Workshop by revealing the 7 questions all salespeople should ask before offering a solution. He also explains what it means to allow your clients to suffer and why that sounds much worse than it is. We will release multiple lessons over the next 2 weeks while we countdown to se…
 
In episode 224, Brand and Business Development Manager, Jen Zuern, and Executive VP, Doug Carlson, of Zuern Building Products and Design Center explains the importance of cultivating a family oriented culture within their company and how they use blocks of wood to help achieve it. They also discuss how they were able to traverse a re-brand and how …
 
In episode 223, Lawanna Dendy, Regional Human Resources Business Partner (RHRBP), South & West, for US LBM, LLC, uncomplicates and explains Diversity, Equity, and Inclusion. Lawanna explains how HR professionals are helping both leaders and employees through the current work environment caused by the pandemic, by leading with HEART. *** If you enjo…
 
In episode 222, Mark Scherer, COO of Scherer Bros. Lumber Company speaks at Bradley Hartmann's 2021 Sales Fundamentals Workshop and offers several interesting insights including what your boss is saying about you when you're not around. Mark also compares salespeople to a high profile position on NFL rosters. *** If you enjoyed this podcast, we'd s…
 
In episode 221, McCoy's Building Supply CEO, Brian McCoy and President and COO Meagan McCoy Jones share advice on how their family has been able to navigate the choppy waters of succession, not only within their company, but within their family. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. Th…
 
In episode 220, Bradley and Director of HR at Parr Lumber, Carl Moyer offer solutions when managing accountability, managing up, and utilizing your team to the best of their abilities. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibili…
 
In episode 219, President of Cassity Jones Lumber, Cason Shrode discusses how the lessons he learned at West Point helped him become a better leader. He also explains why gathering feedback from your customers, whether it's during the good times or the bad, will help you grow as a company. *** If you enjoyed this podcast, we'd sincerely appreciate …
 
In episode 218, Author, Consultant, and Business Therapist Jonathan Goldhill of The Goldhill Group discusses setting expectations while driving growth in family businesses. He also explains the importance of companies positioning themselves for success by continuing to innovate. For the future disruptors, Jonathan shares some valuable advice. *** I…
 
In episode 217, Bradley visits with Director of HR for The Parr Company, Carl Moyer. Carl explains three things managers can do to become better leaders and avoid alienating their employees. Project Manager, Erik Rossi also shares his experience working for entrepreneur and NBA owner, Mark Cuban during the early dot-com days. *** If you enjoyed thi…
 
In episode 216, Bradley revisits his conversation with former NFL player, current head football coach, and motivational speaker, Herm Edwards. He explains Herm's Law as well as dives into his famous quote. Also, as the NFL season begins this week, Bradley makes bold predictions about his Chicago Bears. *** If you enjoyed this podcast, we'd sincerel…
 
In episode 215, Bradley is joined by legendary sales thought leader, Mike McDole. Mike shares his insights into sales and account reviews after spending 40 years in the Lumber Industry. Mike also explains how to properly apply Herm's Law when managing sales people. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review o…
 
In episode 214, Bradley is joined by Head of Mindfulness and Compassion Programs at LinkedIn, Scott Shute. Scott discusses how we all develop life strategies, whether we know it or not. Also, how to avoid making the same mistakes many leaders continue to make. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on App…
 
In episode 213, Bradley dives into the Builders FirstSource - Paradigm acquisition and what it means. Also, he shares two valuable tools that can greatly benefit your company. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as wel…
 
In episode 212, Mike Weinberg, Author, Consultant, Coach, and Sales Truth-Teller joins Bradley to discuss how to effectively manage accountability and maximize Sales in today's environment. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our vis…
 
In episode 211, Bradley shares 7 essential books to read this summer, including one by a legendary author. He also explains the concept and importance of the Anti-Library. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. T…
 
In episode 210, Brian Biro, Author, Leadership Speaker, and America's Breakthrough Coach, discusses the return on investment of kindness and how we often see with our memories instead of our eyes. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with …
 
In episode 209, Bradley Hartmann discusses the return of the Sales Fundamental Workshop. Bradley also explains the Cobra Effect, how individuals change when situations change. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as wel…
 
In episode 208, Thea Dudley, industry expert in Collections and Credit, discusses how to avoid pitfalls by separating business and friendship. Thea also provides further insights into her new book The Credit Overlord's Guide to Collections & Credit. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts…
 
In episode 207, Rich Horwath, CEO of the Strategic Thinking Institute, joins the show. Rich provides several actionable ideas and frameworks to help everyone—leaders and individual contributors alike—think strategically about what they are trying to achieve and how they are going about doing it despite all the volatility and uncertainty in the indu…
 
In episode 206, Jenn Morgan from Forest Tek/Overseas Lumber—a member of the Kodiak family of businesses—in the Florida Keys joins the pod to talk about sales domination. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. T…
 
In episode 205, Mark Boundy joins the show to discuss value creation, delivery, and capture. Mark is the principal at Boundy Consulting, the author of Radical Value: Elevate Your Company—and Career—by Unleashing the Power of Customer Centricity, and the host of the ValuClarity Podcast. * * * If you enjoyed this podcast, we'd sincerely appreciate it…
 
In episode 204 Ryann Hartley, founder of Hartley Flooring joins the show to discuss her insights and lessons learned from launching her company during the pandemic—with incredible success. Ryann also shares unique perspectives on extremely limited meetings, unlimited vacation, and how to leverage your customers as mentors. https://hartleyflooring.c…
 
In episode 203, Mark Harari of Remodelers Advantage shares his insights on branding, positioning, pricing, as well as his overall marketing and sales expertise from his new book, Lobster On A Cheese Plate, available on Amazon now. To save 25% off the retail price, using the promo code 25BYBP. https://www.amazon.com/Lobster-Cheese-Plate * * * If you…
 
In episode 202, Justin Powell, VP of Sales at Beacon Building Products, shares the leadership lessons and sales insights he's learned throughout his career working in different aspects of the building materials channel. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve…
 
In episode 201, Craig Webb, author of the recently released Construction Supply 150 report, shares his insights on the most important trends you should be monitoring—and acting upon. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibili…
 
In episode 200, Bradley is joined by Pat Clancy, Vice President at Wm. B. Morse Lumber Co. They discuss: How to deliver and defend your quote The importance of continuous improvement How to leverage relationships with subcontractors on the job * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. Th…
 
In episode 199, Bradley Hartmann identifies 8.5 lessons sales leaders can learn from and apply to their own businesses this week. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, th…
 
In episode 198, Bradley details the lessons Admiral James Stockdale can teach us about living during difficult times and controlling what we can control. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people l…
 
In episode 197, Bradley is joined by Stuart Kliman, Partner at Building Industry Partners. They discuss: Human capital management – what it is & why it’s important Curiosity as it relates to coaching The importance of the Employee Value Proposition * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcast…
 
Take a cue from the NFL Draft and take this opportunity to reevaluate and upgrade your roster of customers. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest i…
 
In episode 195, Bradley addresses assumptions – whether in baseball or business – which can limit your success. If a company is to grow and evolve with its market, every assumption must be challenged, tested, and eventually updated. No set of business assumptions should last forever. We created a tool to help you identify the assumptions that drive…
 
In episode 194, Bradley is joined by Matthew Schmidt, Strategic Sourcing Director at PulteGroup. They discuss: - The current supply chain challenges - How builders are thinking about the risk/reward in building - Ways to ensure long-standing relationships don’t turn transactional Thanks for listening! * * * If you enjoyed this podcast, we'd sincere…
 
In episode 193, Bradley and Jenny T. detail how to respond when a sales rep says, “My customers/region/territory is different.” * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the …
 
In episode 192, Bradley is joined by Kent Strawderman of Thomas and Milliken Millwork. They discuss: How to stay intentional and productive when wearing many hats Herm’s Law and why it matters The importance of staying in touch with customers even if you have bad news * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a rev…
 
In episode 191, Bradley is joined by Andrew Goodman, President and CEO of Sherwood Lumber, and Michael Goodman, Assistant Director of Specialty Sales. They discuss: Forward pricing and risk management Thinking differently about social media and branding If these truly are unprecedented times * * * If you enjoyed this podcast, we'd sincerely appreci…
 
We know it's a crazy world right now. Differentiate yourself by being thoughtful and communicating with your customers. Times are challenging but you can be great anyway. * * * If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. …
 
We believe your influence and persuasiveness increases if you can sell face to face. If you can’t meet in person, virtual selling is the next best thing. In episode 189, Bradley and Jenny T. discuss ways to improve your virtual selling skills so you can make the best impression on your customers. * * * If you enjoyed this podcast, we'd sincerely ap…
 
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