FEATURE ARTICLE
Sales Management: Managing Activities vs. Results
We speak with John Underwood, author of Scratch Selling: 18 Lessons Golf will Teach you about Sales. For 25 years John Underwood has been helping sales organizations to increase their productivity by teaching them to measure and manage activities rather than results. Manage these activities, says Underwood, and the results will take care of themselves. We asked [...]
Selling Skills
Overcoming Fear in the Marketplace
We speak with author and speaker, Steve Waterhouse.
Virtually everyone I talk to is telling me they are facing a marketplace that is scared to make a decision; they are afraid to be sold. And the worst thing you can do when you’re up against someone who is afraid is to start to look [...]
Marketing
Making Home Shows and Trade Shows Effective and Profitable
We speak with The Trade Show Coach, Susan Friedmann
It’s home show season, and many of you are planning your exhibits for upcoming shows. So are your competitors. How can you make your display different and attract more buyers? What are the keys to an creating an effective display? How do you guarantee the best possible [...]
Selling Tools
Staying In Touch To Make the Sale
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Personal Growth
Drama, Intrigue, and New Home Construction
We speak with builder/novelist, Michael Ruddy, author of the new book, Conflicts With Interest.
All good teachers recognize the value of a good story to make a point. In his new novel, Michael Ruddy draws on his many years as a homebuilder – and the hard lessons learned – to craft a story that is both [...]
Business
Energy Efficient Mortgages – Getting the ‘Green’ for Green Building
BuilderRadio talks with Dave Porter, Porterworks.com
There is plenty of good training available on how to build and sell green homes. Builders and contractors have the NAHB Green Building Program; Realtors have their own NAR programs and EcoBroker. But, where do mortgage lenders go to bone up on green building so that they can adjust their [...]
Coming Events
Summer Webinar Series Continues
We’ve held and recorded 10 dynamic webinars so far this summer, with feature guests such as Roger Fiehn, Robert August, Doris Pearlman, and Ross Robbins. Our program continues on August 26 when Jerry Constanzo joins us to deliver the topic Identifying Your Target Market.
Face it, buying habits have changed, along with the reasons people have [...]
