Immediately after releasing episode 18—The 10 Commandments of LBM Sales Excellence—a listener fired off an email to host Bradley Hartmann:

“How many people do you know for certain do this religiously? I can get the bottom half of my reps to do it but the top half say things like, “I don’t have time for this bulls***. Fire me if you want to, but I’m not doing it.” How do you respond to that when your rep who sells $12.5MM at 35% tells you that?”

In this episode, Bradley will answer the two parts of that question, breaking down the real-world challenge of balancing performance with accountability, using a surprising insight from former NFL player and coach, Herm Edwards, and his golden rule of leadership.

In this episode you will:

• Learn which two sales habits are the hardest to build—and why they’re the most profitable

• Discover how to fairly lead top performers without creating a toxic double standard

• Walk away with a simple framework for improving pipeline clarity and prospecting discipline

Press play to find out how top leaders handle pushback from elite salespeople—without sacrificing process, profit, or team culture.

Learn more about Bradley Hartmann's Sales Fundamentals Workshop.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Is it possible your sales competitors in the market are saving time—and selling more—by leveraging the AI? It’s an idea worth being paranoid about.

It might be costing you more than you think.

With AI now embedded in everything from prospect research to sales prep and writing, your competitors are using tools like ChatGPT and Claude to speed up workflows, personalize pitches, and save hours per week. If you're still typing every email manually and Googling clients the old way, you're leaving money—and time—on the table.

In this episode you will:

• Learn how Bradley Hartmann integrates AI into his daily sales workflow

• Discover 7+ AI tools (free & paid) that help close deals faster and with more confidence

• Understand the mindset shift needed to explore AI without falling into hype—or fear

Hit play to discover how AI can transform your LBM sales game with practical tools, clear strategies, and real-world use cases.

Learn more about Bradley Hartmann's Sales Fundamentals Workshop.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

Are you relying on outdated sales habits—and wondering why you keep missing your sales goal for the month?

Too many LBM sales reps (and their managers) skip the fundamentals in favor of tactics that don’t move the needle. This episode reveals the 10 foundational habits that separate consistent closers from underperformers—and how you can turn them into a team-wide contract for success.

In this episode you will:

• Discover the 10 Commandments of LBM Sales Excellence that top performers follow religiously

• Learn how to build daily, weekly, and monthly disciplines that fuel pipeline growth and accountability

• Get access to a real-world, one-page sales contract that boosts performance and eliminates excuses

Listen now to learn the exact sales fundamentals that drive profitable, consistent results in LBM—without competing on price. And click here to download your PDF version of the 10 10 Commandments of LBM Sales Excellence.

Learn more about Bradley Hartmann's Sales Fundamentals Workshop here.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can't close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline—even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.