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In episode 256, Bradley is joined by Kolby Dukes of Dukes Lumber and Senior Sales Executive at Culpeper Wood Preservers, Brad Marks at the LBM Advantage 2022 NextGen Leadership Conference.  They discuss how important building relationships have become while the supply chain challenge continues to exist.  Kolby and Brad also explain why many of the current conditions may become the new normal even when challenges subside. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Follow us on Instagram: instagram.com/behindyourbackceo Subscribe to our YouTube Channel: The Behind Your Back Sales Co. Capital One Trade Credit: capitalone.com/trade-credit

In episode 255, Bradley is joined by Abhi Singh, COO of New South Construction Supply.  Abhi reveals and explains the formula he uses to achieve results.  He also discusses the It's up to you approach of his leadership style and why it's so effective.  Finally, Abhi shares two books he recommends for everyone. This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 254, Bradley is joined by GM Ryan Rennells and Office Manager Sam Robinson of Home Central Stores as they detail the life of Owner and President Katherine Whittemore, who tragically passed away in 2021 after her battle with breast cancer. They share stories of how Kate touched the lives of everyone she knew, even during her fight for her life. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 253, now that the 2022 NFL Draft has concluded, Bradley compares the need to continue prospecting to NFL teams drafting new players each year.  Just because you have a great roster doesn't mean you don't need to continue to build relationships for the future. Bradley and Erik "The Producer" also analyze the drafts of their favorite teams, The Chicago Bears and the Pittsburgh Steelers. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 252, Bradley is joined by Greg Templeman, President at Sunpro. Greg discusses how Sunpro removes emotion from pricing with their behavior-based pricing model. He details how their customers are effectively categorized based on 4 metrics, which impacts their pricing. Greg also shares leadership lessons he learned while living in Siberia. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 251, Bradley is joined by Rita Ferris, President of the Northeastern Retail Lumber Association (NRLA).  Rita discusses the cause and effect of raising association dues.  Even when there's no choice but to raise dues, she examines how to bring additional value at the same time. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

On our milestone 250th Episode, we show our appreciation for the great Dicky Fox.  Dicky Fox, a fantastic character in the film Jerry Maguire, gave sound sales and life advice throughout the movie.  We also hear from many of our past podcast guests who share their favorite Dicky Fox-isms.  You can also go back and listen to their full episodes.  (Listed in order of appearance in Episode 250). Jon Vaughan - Episode 92 and 132 Kent Strawderman - Episode 192 Todd Skaggs - Episode 55 Meagan McCoy Jones - Episode 48 and 221 Matthew Schmidt - Episode 54 and 194 Dan Butterfield - Episode 232 Carl Moyer - Episode 124, 217, and 220 Tim Rethlake - Episode 3, 30, and 137 Mark Harari - Episode 203 Jen Zuern - Episode 224 Jim Sobeck - Episode 24   This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 249, Bradley is joined by Sean Shields, Director of Communications at the Structural Building Components Association (SBCA).  Sean discusses how the ability to have full information will help you drive creativity to close deals with your customers.  Sean also explains how component manufacturers need to adopt a new mindset as timeframes for supplies have shifted.  Instead of complaining, plan ahead. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 248, Bradley is joined by Josh Adams, Vice President of Operations at NPL.  We discuss the value of building alliances with the people you serve everyday in order to grow together.  Josh explains how maintaining your focus is essential when having to navigate through red tape at any company. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 247, Bradley is joined by Heather Bowman, Director of Marketing at Superior Plastic and Key-Link Fencing and Railing.  We discuss how to build trust at an early stage of a marketing relationship.  Heather explains how consistent experiences will help you build a brand story with your customers.  Heather also shares the importance of that brand story and the items you need to consider when formulating it. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 246, Bradley is joined by Dan Lester, Director of Field Diversity, Inclusion and Culture at Clayco.  Dan explains leadership lessons he learned while playing football at The University of Missouri Rolla, including how to adapt on the fly.  Dan also details the origins of Clayco Rising.  Finally, Dan shares a fantastic fable, Building a House for Diversity, about a giraffe and an elephant. *The United Nations recognizes 195 countries. Clayco has 40 countries represented in their enterprise. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 245, Bradley is joined by Ryan McKenna, Founder and CEO of McKenna Capital.  Ryan discusses how the extreme adversity he faced in the athletic world allowed him to find his dream job in the real estate equity industry.  Ryan also explains how betting on yourself can help lead to new lucrative opportunities. Ryan McKenna Discusses the Adversity that Changed his Life: This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo YouTube: The Behind Your Back Sales Co. Channel Capital One Trade Credit: capitalone.com/trade-credit

In episode 244, Bradley is joined by Garrett Moore, CEO and Founder of Agorus.  Garrett explains how Agorus has streamlined and accelerated the custom home building process and what makes them different.  He reflects on the leadership lessons he learned while playing football at Stanford and as a member of the Navy Seals.  Garrett also shares the story of what drove him into the construction industry.   This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo Capital One Trade Credit: capitalone.com/trade-credit

In episode 243, Bradley is joined by Melissa Dalton, Head of Global Talent and Organizational Effectiveness at DBM Global.  Melissa explains the difference between giving feedback vs. feedforward when doing evaluations.  She discusses the advantages, especially for new leaders, to use feedforward to bring positivity to the organization.  Melissa also illustrates how giving senior leaders constructive feedback needs to be different than mid-managers.   This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo Capital One Trade Credit: capitalone.com/trade-credit

In episode 242, Bradley and Erik discuss Football Hall of Famer, former coach, broadcaster, and salesman, John Madden.  They examine what made Madden such a great salesman of the game of football, from the game itself, to the most profitable sports video game ever created. Bradley and Erik also explore the leadership influence Madden had on those around him, building their confidence while helping to make them better people. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo Capital One Trade Credit: capitalone.com/trade-credit

In episode 241, Bradley is joined by returning guest Bobby Krueger, Principle at Mavrek Development in Chicago, IL and President of The Krueger Group in Cleveland, OH. Bobby shares some great examples of how to sell in today's climate.  He also reflects on recent negotiations where bridges were burned by salesmen. Since it's Super Bowl Week, Bobby gives a prediction for when his beloved Cleveland Browns will finally make it to the Super Bowl. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo Capital One Trade Credit: capitalone.com/trade-credit

In episode 240, Bradley explains how to avoid bad habits during the glory days to prepare you for the future.  How documenting your assumptions will help when setting annual goals and budgets.  Bradley also reveals how using the G.A.P.P Model can help you set and achieve these goals. As an added bonus, Bradley shares his top 5 Bruce Springsteen songs. This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo Capital One Trade Credit: capitalone.com/trade-credit

In episode 239, returning guest Mark Scherer, COO of Scherer Bros. Lumber Company joins Bradley and Erik to break down another Sales in Cinema film, The Wolf of Wall Street.  Mark examines 3 scenes including the infamous Leonardo DiCaprio - Matthew McConaughey scene.   Watch Mark Scherer's Advice to Struggling Salesmen:   This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo Capital One Trade Credit: capitalone.com/trade-credit

In episode 238, Bradley is joined by Kent Jobe of Franklin Building Supply, otherwise known as The Most Interesting Sales VP in the World.  Kent explains why under promising and over delivering actually causes problems.  We discuss the Buyer's Paradox and how salespeople can bring value by delivering unique capabilities.  Kent also shares 3 ways you can approach your life.   This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo Capital One Trade Credit: capitalone.com/trade-credit

In episode 237, Bradley is joined by Melanie Bisson, Director of LBM Sales at Grabber Construction Products.  Melanie explains Artificial Intelligence (AI), how it works, and the several ways companies can leverage it to innovate.   This episode is brought to you by Capital One Trade Credit   ***   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins:   For more info: behindyourbackpodcast.com Instagram: instagram.com/behindyourbackceo Capital One Trade Credit: capitalone.com/trade-credit