What Doesn’t Kill Your Business Makes It Stronger

NAWLA had just wrapped up its Leadership Summit early last March when the significance of the COVID-19 outbreak slammed home. Attendees had no idea then, but that would be the last in-person industry gathering for the foreseeable future.

Olsen on Sales: Partner or Adversary?

If we ask 100 salespeople, “What kind of seller are you?” most of them will say, “I’m a relationship seller.” My question is, “What kind of relationship and what are you doing to make that happen?”

WRC EWP

Engineered wood products have been on the market since the introduction of plywood in the1930s, and more recent innovations such as CLT, glulam and laminated veneer lumber that allow for longer spans and taller walls are now competing with construction materials such as steel and concrete, and are seeing an increase in usage in both low and mid-rise buildings.

The APA Panel Trademark Explained

The APA trademark provides a lot of useful information for builders and specifiers. APA trademarked panels are suitable for a variety of end uses including subflooring, single-layer flooring, wall and roof sheathing, ceiling/deck sheathing and more.

The Power of Gratitude in the Selling Profession

It has been a difficult and, at times, borderline impossible year. But for those of us who sell for a living, there is so much to be grateful for.

Olsen on Sales: It’s Emotional

The human animal is 99% emotional. We decide with our hearts and then justify our decisions with our “logical” brain.

Developing Southern Pine Market through COVID-19

Fully embracing the virtual event trend, SFPA is working to keep members engaged as the association navigates through this unpredictable time.

Selling Our Opinion

One of the things that makes selling in the lumber market more interesting than just selling a product, is that the market moves, sometimes dramatically.

A Positive 2021 Outlook

At the end of 2020, I had the privilege of moderating a virtual panel discussion with industry-leading executives for NAWLA Exchange, and hearing their lessons learned during the many disruptions of 2020.

Have outside salespeople become obsolete?

This week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. He had just lost three field salespeople and was thinking about replacing them.