Free Strategy Sessions: Unlock Revenue Growth
Most building products sales teams don’t lose deals because of price. They lose them because they aren’t operating fluently inside...
Blog Posts
How Subs Get Blindsided: Contract Risk & Jobsite Secrets (with attorney Megan Shapiro)
I had a great time with Megan Shapiro on the Build Perspective Podcast talking Construction Contracts, Job Sites, and Being...
Speed to Cash: Why Job Sites Beat Offices Every Time
“Speed to Cash” was the phrase of the day for this latest episode of Build Perspectives Podcast. I am sharing...
How a Sales Representative Made $215K With No Fancy System
$215,870. This was sent to me today and I needed to share. $215,870 is what a paving sales rep has...
Why Project Fluency Matters
The gap between a good building products sales rep and a great one is not about talent. It is about...
The Scariest Email in Sales
“Can you explain how you are going to close an additional $200K in Q4, when your pipeline is 40% behind...
Reshoring vs. Global Manufacturing: A Clear-Cut Answer
Remember Long Beach in 2021? I certainly do. 97 ships sitting idle in the harbor, creating zero movement. That image...
Are You Stuck in an Echo Chamber?
We often get stuck in our own ecosystem. We specify the same products and call on the same customers, then...
Data Center Blind Spots
In late 2023, a wave of data center projects began to flood the industry's pipeline. These projects boasted valuations exceeding...
Your Invisible Profit Killer
What if 3mm is the only thing standing between a loss leader and a wildly profitable product? Most building product...
AI Job Site Referee: The Future of Construction Conflict Resolution
What if construction conflicts could be resolved as smoothly as modern co-parenting disputes? A new AI app for divorced parents...
Construction’s Electric Revolution Just Hit Germany
The construction industry just witnessed its Tesla moment. In Erlangen, Germany, Volvo, Siemens, and Metzner Recycling completed something that seemed...
Hurricane Andrew: The Storm That Built Modern Safety Standards
33 years ago today, I was a 17-year-old kid watching windows "leak" water through solid glass. Trees falling all around...
How to Handle Job Cuts Honestly
Silicon Valley loves to rebrand harsh realities with softer language. We "sunset" ideas, projects, and processes instead of just admitting...
From Technical to Sales: A Lesson in Professional Kindness
Moving from technical roles into sales brought unexpected challenges, but one person's kindness made all the difference. Here's a story...