Connecting with architects should be simple. I'm a veteran architect (28+ years) who's been helping architectural product reps get even better at it for 11 years. So we're all working toward a stronger industry. Get the weekly insights by signing up here.
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I've been working hard on a few too many things this past week, which means my overtaxed, architect brain didn't get this week's newsletter wrapped up in time to share with you today. But I promise to have it ready next Monday. So, instead of sharing tips with you this week, I was hoping you could help me. I promise it'll be easy, and [almost] painless. Would you take 2 minutes to answer 6 short questions?Your answers will help me write about what helps you most. If so, here's the link. I'd love to hear from you. Cheers to building more than just buildings, and see you next week, Neil Sutton ======= P.S. Do you really want inside an architect's head? When you’re ready, there are 3 ways you can start working with me:
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Monday Morning Building Product Advisor
Connecting with architects should be simple. I'm a veteran architect (28+ years) who's been helping architectural product reps get even better at it for 11 years. So we're all working toward a stronger industry. Get the weekly insights by signing up here.
The Monday Morning Building Product AdvisorIssue #116 Last week, I mentioned something that some of you commented on, so I want to talk about it before we dive in. I said most reps present facts when architects actually need reasons. Some of you replied, saying things like: “I give reasons all the time. I explain why my product is better. I show test data. What am I missing?” That’s a fair question, and it points to something important. There’s a difference between giving a reason and giving...
The Monday Morning Building Product AdvisorIssue #115 Most product reps leave architect meetings feeling pretty dang good about their presentation… And they’re often right. But the key to getting specified and winning the project lies elsewhere. So, let me share what I’ve learned from both sides of the table. As an architect for 28+ years, I’ve seen over 1,000 product presentations. But sometimes, even great products don’t get recognition. Why? Because of how they’re presented. More...
The Monday Morning Building Product AdvisorIssue #114 We’ve covered a lot of ground together over the past 4 weeks. You now know how to score your territory. You can sort your relationships and document what matters. And you can also invest your energy where it really counts. [If you missed any steps in this series, see the links at the end of this email.] But there’s a question that you’ve probably been asking yourself along the way. What do you actually do with the other 80%? The architects...