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#045 – Cracking the Architect’s Code: JTBD Insights for Product Reps

By Neil Sutton

Read time: 2 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= In 2004, McDonald’s had a frustrating problem. They’d spent countless hours tinkering with their milkshake recipe. It was thicker, creamier, and sweeter. But, sales were flat. They were frustrated. Then, along came Clayton Christensen with one revolutionary […]

#044 – Maximize Your Architectural Firm Visits: A Strategic Guide for Building Product Reps

By Neil Sutton

Read time: 3 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= Ever walked into an architectural firm and walked out feeling like you just wasted an hour of your life? You brought your best samples. You gave your spiel. They nodded politely. But deep down, you knew—nothing you […]

#043 – 5 simple steps to 10x your specification rate (even on a budget!)

By Neil Sutton

Read time: 1 minute =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= NOTE: Today’s issue has a little different format than usual. I created a free guide for you! So, read the quick summary below, but then check out the link at the end for the PDF that’ll go […]

#042 – 4 Simple Tricks to Make Architects Love Your Virtual Presentations

By Neil Sutton

Read time: 3 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= Hey there! Struggling to keep architects engaged in your virtual Lunch & Learns? Don’t worry! I have 4 foolproof tricks to hold their attention. And help them remember your presentation. With these tips, you’ll be able to: […]

#041 – 3 Spec Tips Your “Most-Aware” Architects Already Want You To Use

By Neil Sutton

Read time: 2 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= Hey there, fancy-pants! You’ve got architects who know your product inside-out, love it, and are just one step away from specifying. So what’s stopping them from taking that final step? Today, I’ll show you how to convert […]

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