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IBS 2017: Day 2 Product Picks

More options, innovations, and gadgets discovered by our editors on the show floor... More

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The Advantages of Using A Selling System Are Many

There are good reasons for having a selling system -- and sticking to it. More

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Exclusive Products Offer Higher Margin, Serious Prospects

Where's the value in selling an exclusive product? More

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Set Sales Expectations for Success

What makes a great sales manager? Depends on you, your company, and what your expectations are for your salespeople. More

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At a time when many home improvement companies see their sales sliding backward, Renewal by Andersen of Colorado Springs and Denver, our Replacement Contractor of the Year, posted a sales increase of almost 26% last year. How do they do it? More

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By the Book

Every home improvement company organizes its presentation book differently... More

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Deal Defunct

Ask a home improvement salesman to describe his worst nightmare and chances are it involves a five-figure contract turned down because of bad credit. More

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Ante Up

Your salesperson gets to the door and no one is home. Or, worse, someone is, and that aggrieved homeowner explains that she told the canvasser she wasn't interested. More

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Mix It Up!

The marketing mix that generates leads for St. Clair Corp. once consumed 22% to 25% of the company's annual revenue. But the seven-branch contractor, headquartered in St. Louis, pared those expenditures down to 15% by instituting a lead-tracking system that gives the company clearer insight into the productivity of its various marketing platforms, including television, radio, newspapers, and billboards. More

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Woman to Woman

When Belinda Hopp walks into a home, women often welcome her, telling the sales... More

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