The Construction Leadership Podcast: Executive Strategies to Build Elite Teams & Consistently Deliver On-Time, Under Budget

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. T...

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 Tra...

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...

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...

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...

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,...

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 wh...

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 eleph...

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 bro...

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 indu...

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 construc...

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...

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...

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...

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 en...

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 brough...

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. Th...

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 story of how the company also became a player in...

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 down the path of using Mike's words to create rap...

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 you enjoyed this podcast, we'd sincerely appre...

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 feedback helps improve the show and helps with ou...

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 also examine how virtual (VR) and augmented real...

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 benefits of how and what they display in their showroo...

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 review on Apple Podcasts. The feedback helps imp...

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 valuable sales lessons, while we countdown to selling...