10
Nov
#094 - My $100,000 mistake (and the rep who saved me)
The call came on a Thursday afternoon in 2004, right after the elevator inspector left.
"We've got
7 min read
Latest
02
Nov
#093 - How to stop your architectural product website from “sucking wind”
Here's something I know about your website that I've probably never even seen.
It's
5 min read
20
Oct
#092 - I almost deleted her email. Man, am I glad I didn’t!
It was 7:42 a.m. on Monday.
My inbox was already a hot mess. Reps were asking for 15
2 min read
13
Oct
#091 - The Long Silence: How to stay relevant when projects go dormant for years
Here’s the scenario that likely keeps you up at night.
You closed a major spec 18 months ago. Phase
6 min read
06
Oct
#090 - The dadgum sammiches aren’t gonna’ get you specified!
Selling outcomes, not products: The “peace-of-mind” pitch
Architects aren’t just specifying a product; we’re “buying” an outcome.
I
5 min read
29
Sep
#089 - Real Q&A: Lunch & Learns, substitutions & going upmarket
$@#%&*!!!
Well, that sucked!
I was just finishing editing today’s newsletter in Notion when there was a glitch, and
4 min read
22
Sep
#088 - The #1 presentation mistake that’s costing you bucketloads
You could see it in her body language.
She wasn’t typing. Wasn’t taking notes. Wasn’t even pretending
3 min read
15
Sep
#087 - The bedtime mistake that made my son light up… and your architects could too
When “getting it wrong” was the best part
When my son was younger, we’d read Redwall together at bedtime.
3 min read
08
Sep
#086 - Stop training architects to ghost you (Takeaway Selling For Product Reps)
I’m sure you know this feeling…
I got off the Zoom call with the prospect on a high.
The
6 min read
01
Sep
#085 - Gettin’ triggered on Labor Day…
Happy Labor Day (if you're in the US or Canada)!
Since I'll be relaxing & spending
1 min read