=======If you’re new here, subscribe here so you don’t miss the next lesson.======= Can I get a little blunt here? A lot of reps I see have a “disease.” It’s not laziness. It’s not poor training. It’s not even bad leads. It’s short-term addiction. They only chase architects who look ready to specify now. They […]
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#077 – How to stop chasing projects & start shaping them
=======If you’re new here, subscribe here so you don’t miss the next lesson.======= Back in the 70s, when I was a kid, my dad drove delivery trucks for Anheuser-Busch. At their convention one year, he apparently got to play a game of pool against the billiard legend, Willie Mosconi. Dad lost, of course. But he […]
#076 – How to mix coke & beer to make your product “taste better” to architects
=======If you’re new here, subscribe here so you don’t miss the next lesson.======= Ever feel like architects see your amazing product as “just another option”? How can you make your solution stand out in a category full of similar materials and finishes? What makes it the best choice for design challenges and building performance? To […]
#074 – You’re wasting time (& sanity) chasing all those architect “leads”
=======If you’re new here, subscribe here so you don’t miss the next lesson.======= I need to tell you something that might sting. Last week, I saw a rep completely blow what should have been an easy spec. The product was good and perfect for the project. And my architect colleague was interested. But somewhere between […]
#073 – The “Lawnmower Theory” of when to email architects
=======If you’re new here, subscribe here so you don’t miss the next lesson.======= “Do you know what Daddy does for work?” “Yes!” “You do? You know what I do when I leave to go to my job?” “Yes! You cut grass!” That was my daughter 20 years ago when she was 4 years old. And […]