You might not think about how massively sales impacts your company outside of what it represents in number form on your balance sheet. In fact, most people view the concept of sales in a negative light.

"It’s a drug and we’re hooked!” is what I said to my brother, Richie, about the fix I felt we got from doing the really big monster commercial and residential jobs for what we felt were lots of dollars.

Dodge Data & Analytics released its 2020 Dodge Construction Outlook. The report predicts that total U.S. construction starts will slip to $776 billion in 2020, a decline of 4% from the 2019 estimated level of activity.

There appears to be two kinds of people in this world. There are the whiners who believe the world owes them and the winners who believe they owe it to themselves to give the world their best.  Which are you?

What is the most difficult conversation most of your front line team members have with your prospects and clients? Price. What is the number one objection your sales team shares with you regarding why they don’t close more of their opportunities? Price. What is the one psychological blocker that must be addressed before any sale can be made?

Honesty is such a lonely word (from the song, “Honesty” by Billy Joel). It never ceases to amaze me when folks we deal with are not honest.

A client called me awhile back because he wanted to know what my family did with the scrap metal from jobsites, and he wanted to know what the other companies I work with do on this matter too.

We know you’re practically living in your truck, constantly on the go, so, when are you supposed to do any research? Learn new skills? Grow your business? Take it to the road!

I’ve traveled quite a bit during my five-plus years with BNP Media — first covering the HVAC industry, and now plumbing.

All contractors start small, though no contractor needs to remain small. Sadly, when plumbers remain small, it is usually because they tell themselves one of the following nine lies.