The Gratitude of Selling

Study after study finds that in the workplace, grateful people outperform those who are not grateful.

Olsen on Sales: Promotional Sales Calls

While the selling process should not be adversarial, customers have a part to play and, as sellers, we have our part to play.

Gordon Lumber Realigns Business

In alignment with industry trends and its multi-year growth strategy, Gordon Lumber, Fremont, Oh., is consolidating two retail locations into its four surrounding contractor yards and expanding its component operations.

“Classy” New Way to Groom Tomorrow’s Lumber Leaders

Perhaps the biggest selling point of the Degree Program is the cost: there is none.

10 Tips for Your Best Ever Demo Event

For manufacturers, dealers and distributors, demonstration events for builder and contractor customers are an important part of a marketing schedule.

Olsen on Sales: One-Trick Pony

Sports talk about “complete” players. Baseball calls them “five-tool” players: hit for average, for power, speed, fielding and a gun for an arm. Basketball calls them “two-way” or complete players: defend, rebound, pass and score. Athletes who are complete are rare. As are salespeople.

Should You Choose a Single or Multiple Supplier Strategy?

It’s a fact that smaller businesses have less flexibility than major businesses when it comes to choosing suppliers. Quite simply, smaller scale means a lower degree of influence across a smaller range of vendors.

Olsen on Sales: The Gentle Art of Changing the Subject

To succeed in sales, we must control the conversations we are in.

More Federal & State-Based Changes Coming for Employers

In 2018, the federal government had fewer than average laws passed that impact labor and employment law. This was due to focus on other areas as well as political gridlock.

No One Thinks of Lumber: Putting Forest Products Careers on the Radar of the Next Generation

Just as people like us essentially only think of lumber during our careers, there are many talented people out there in other industries who simply… don’t.