show episodes
 
Born into the LBM industry, Bradley Hartmann graduated to building over 1000 homes for a national homebuilder before moving into an Area Purchasing role. He now trades those stories and insights with industry leaders in the Behind Your Back Podcast, dedicated to helping construction and LBM professionals sell, market, and work smarter and have more fun building America.
 
On the Construction Leadership Podcast, we’ll deliver entertaining and insightful content from the brightest minds in the construction industry to help you improve your leadership capabilities and thinking on the subject. Hosted by Bradley Hartmann, the founder and CEO of Red Angle, Inc., based in Dallas, our show promises to be relevant, entertaining, and brief – each episode will be well under an hour in length – long enough to dig beneath the surface on leadership topics with our guests, ...
 
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show series
 
In episode 263, Bradley shares some moments from the 2022 Sales Fundamentals Workshop, including advice from a panel of All-Star leaders in the LBM industry. Download Information about OSR Academy at behindyourbacksales.com/tools This episode is brought to you by Capital One Trade Credit *** If you enjoyed this podcast, we'd sincerely appreciate it…
 
In episode 262, Bradley dissects a Ryen Russillo interview with hostile heavyweight boxing champion, Tyson Fury. Bradley demonstrates how Russillo magnificently used a standard negotiating tactic—one detailed by Chris Voss in his book, Never Split The Difference—to keep the interview from going off the rails, despite several uncomfortable moments. …
 
In episode 261, Bradley explains why you need to continue to forecast, not only in down times, but also during profitable times. He speaks with Sales Pro Matt Bruno from Kuiken Brothers who drives home this point. You don't want to miss the song we created for this segment! Bradley also introduces The Simple Sales Pipeline, a web application we hav…
 
In episode 260, Bradley details two negotiating methods that you can use in your personal and professional life guaranteed to save you money and time. He also continues to preview the OSR Academy and explains why it may be a good fit for current and future salespeople. Download Information about OSR Academy at behindyourbacksales.com/tools This epi…
 
In episode 259, Bradley previews the OSR Academy and explains why it may be a good fit for current and future salespeople. He discusses the idea of a Sales Stack and how building your Sales Stack will make your life easier and predictable since it will lead to higher sales confidence. Download Information about OSR Academy and Sales Stack at behind…
 
In episode 258, Bradley is joined by Ryan Scaife, Marketing Consultant at Senergy Marketing Group for Lezzer Lumber. Ryan discusses how he and his team develop their marketing content calendar and how video plays a large role in their efforts. He also shares opportunities where companies can involve employees and even customers in their marketing e…
 
In episode 257, Bradley is joined by Nick Kuiken, Vice President of Sales at Kuiken Brothers. They examine the challenges developing current and future sales professionals while introducing the OSR Academy as a solution to solve to those challenges. Nick discusses the prospects of losing as many as 40% of the salespeople in the next 5-10 years and …
 
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 cu…
 
In episode 66, 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. *** If you enjoyed this podcast, we'd sinc…
 
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…
 
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…
 
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,…
 
In episode 65, 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. *…
 
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. …
 
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 *** …
 
In episode 64, Bradley is joined by Joe Rozier, President of ASH Construction Services. Joe explains why being compliant when growing your company is essential. He also discusses how ASH helps companies retain their top talent without relying on the strategy of hope. *** If you enjoyed this podcast, we'd sincerely appreciate it if you recommend thi…
 
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. (Liste…
 
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 fo…
 
In episode 63, 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. *** If you enjoyed this podcast, we'd sincerely a…
 
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 Tr…
 
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 br…
 
In episode 62, 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…
 
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 Hous…
 
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 Adver…
 
In episode 61, 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…
 
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 stor…
 
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 …
 
In episode 60, 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 i…
 
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 ar…
 
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 g…
 
In episode 59, Bradley is joined by President of Cadence McShane Construction in Dallas, TX, Will Hodges. Will shares some of the obstacles companies face attracting young talent, including the value they place on experience and experiences. We also examine how leadership struggles have changed over the past 10-15 years. *** If you enjoyed this pod…
 
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…
 
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 …
 
In episode 58, Bradley is joined by the Director of Human Resources at Parr Lumber, Carl Moyer. Carl shares his thoughts on why Urban Meyer failed as a head coach and leader of The Jacksonville Jaguars and why he wasn't the only one culpable. *** If you enjoyed this podcast, we'd sincerely appreciate it if you recommend this show to your friends an…
 
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 c…
 
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…
 
In episode 57, Bradley discusses leadership lessons that can be learned from the classic holiday film Elf with Data Scientist, Brock Lacy and Sales Leader, Matt Potter. They examine Walter Hobbs' transformation from tough leader to family man as well as Buddy's likability. Also, find out why actor Faizon Love had the name of Wanda on his Gimbels' n…
 
In episode 236, Bradley is joined by Clay Miller, Hardwood Lumber Expert at Aurora Timberland. Clay examines 3 fantastic scenes from the Netflix series Big Timber and shares his similar experiences and lessons learned from these encounters. While Aurora Timberland is a large wholesale lumber dealer in North America, Clay explains the interesting st…
 
In episode 235, Bradley is joined by Bruce Marshall from Rookie Sales Pro, LLC. Bruce shares the inspiring story of his rise from a diesel truck mechanic to sales leader, business owner, entrepreneur, and sales rapper. He explains how reading Sales Leader, Author, and a friend of this podcast, Mike Weinberg's book New Sales Simplified, sent him dow…
 
In episode 56, Bradley examines differences in how Americans build trust in the workforce versus Hispanics. Are we doing enough during this Great Resignation to embrace different cultures and help build trust in order to reduce turnover? Bradley looks at how a tool like Ualá can help you connect with your Hispanic workforce to begin building that t…
 
In episode 234, Bradley is joined by Capital One Trade Credit Vice President, Shawn Cunningham and Managing Vice President Scott Simpson. They discuss the Capital One Trade Credit Platform and why it's different, their approach to managing relationships, and whether or not they regularly hang out with Capital One spokesman Charles Barkley. *** If y…
 
In episode 233, returning guest and sales extraordinaire, Matt Potter, joins Bradley to break down another Sales in Cinema film, Glengarry Glen Ross. Matt dissects 4 scenes including the infamous ABC, Always Be Closing, Alec Baldwin scene. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feed…
 
In episode 55, Bradley is joined by CEO of New South Construction Supply, Jim Sobeck. Jim, celebrating his 40th year in the industry, shares 4 important lessons he has learned on his 40 year journey. These include tips on leadership and how to hire the right people for your organization. *** If you enjoyed this podcast, we'd sincerely appreciate it…
 
In episode 232, Bradley visits with Dan Butterfield, VP of Residential Sales at Daltile, and Steve Chesin, CEO of Carpets N More, during the FEI Group National Conference. They discuss how to better diversify your business to become recession-proof and why you need to have the mindset of selling solutions instead of selling products. Dan and Steve …
 
In episode 231, Bradley visits with President and CEO, Megan Bittle of RSI Kitchen and Bath, and Patrick Warren, VP of Residential Sales, Dealer and Showrooms at Daltile during the FEI Group National Conference. They discuss how work-life has shifted in the past 2 years as has how their companies approach business. This includes debating the benefi…
 
In episode 230, Bradley examines the significance of Earl Nightingale's The Strangest Secret and the effects it has on our everyday lives. Bradley also explains how we can become better versions of ourselves by developing systems of gratitude and avoiding loss aversion. *** If you enjoyed this podcast, we'd sincerely appreciate it if you left a rev…
 
In episode 54, Bradley is joined by Texas A&M Associate Professor and Department Head, Patrick Suermann and Sr. Business Partner at Kiewit, Lauren Collins. They discuss how loyalty has changed amongst young people in the workforce. Also, they examine the significance of a stay interview. *** If you enjoyed this podcast, we'd sincerely appreciate it…
 
In episode 229, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by comparing Philadelphia 76ers' basketball player, Ben Simmons' downward spiral to a salesperson losing confidence. Bradley explains why we need to be more sensitive to how people are feeling. Be sure to download all 3 of our podcasts this week, offering valuabl…
 
In episode 228, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by revealing several phrases to never use when trying to make a sale. Bradley suggests better options to use instead of the ol' JCI - Just Checking In. Be sure to check with us daily the rest of the week as we release multiple lessons while we countdown to sellin…
 
In episode 227, Bradley offers another preview of the 2022 Sales Fundamentals Workshop by revealing the 4 essential rules you can use to help you win any negotiation. Be sure to check with us daily the rest of the week as we release multiple lessons while we countdown to selling out the 2022 Sales Fundamentals Workshop, April 18-20 in Ft. Worth, TX…
 
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