We often get stuck in our own ecosystem. We specify the same products and call on the same customers, then wonder why growth is stagnant.
The uncomfortable truth is your salespeople might be collecting hotel points instead of closing deals. The real intelligence lives on job sites, but a shocking gap in sales training is costing manufacturers millions.
In our latest Build Perspectives podcast, Tim Seims and I unpack why job site visits are the most underutilized sales tool and how curiosity can become your greatest competitive advantage.
In this episode, we tackle one of the industry’s biggest challenges: getting salespeople out of the office and onto the job sites where real opportunities live.
We discuss how to break out of the “rut” trap, the difference between commission breath and actually adding value, and why it’s crucial to learn the different languages of the building owner, general contractor, architect, and installer.
Whether you’re in sales, technical, or leadership, this will challenge you to think differently about how you engage with customers.
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