Are you a subscriber but don’t have an online account?

Register for full online access.

 
 
 
 

More stories about Sales

  • Boosting Revenue With Change Orders

    Clearly, change orders are a vital piece of our business model, and they don’t just happen by accident. We lay the groundwork for changes by keeping clients happy and informed throughout the job process. Dissatisfied customers, we know, are unlikely to authorize additional work.

  • Worries Grow Over Major Portfolio Sales

    The possibility of Freddie Mac and Fannie Mae selling a large portion of their lowincome housing tax credit (LIHTC) portfolios looms over the struggling tax credit market.

  • Controlling LIHTC Property Taxes

    When it comes to property tax considerations for affordable housing, one expert summed it up well.

  • Track Your Business With a Dashboard

    Even companies with good systems can get into trouble if they don’t manage their growth. To avoid this fate, Jim Kabel created a “dashboard” — a set of fundamental numbers that shows the monthly trends in their sales and production pipeline: leads, close rates, job profits, and customer...

  • Defining Your Niche Can Help in Downtimes

    I specialize in custom decks. I switched to this niche last winter, when my backlog of general remodeling work dried up and I had no jobs on the horizon. The suburbs of New York City — where my business is located — were hit hard by the economic downturn; many GCs I knew were going out of business.

  • Sandler Sales Training: Is It Worth the Cost?

    For small contractors in today’s competitive market, sales skills can make the difference between struggling and prospering. Yet many contractors turn up their noses at formal sales training, viewing it as a waste of time and money. Are they right? Or is enrolling in a training program an effective...

  • Cloudy Outlook

    Rising loan foreclosures and slow sales of houses and condominiums have affordable housing developers and officials across the Northeast scrambling to adjust.

  • New Sales Reps Added

    Premier Lighting Sales Agency, Lenexa, KS, will represent Schréder Lighting USA's complete line of products in Kansas and Western Missouri. To contact Premier Lighting, visit

  • Litecontrol Adds TLC as Sales Rep

    Total Lighting Concepts (TLC) has been added as a

  • Surviving Tough Times

    Take these common-sense steps to help your business weather a slowdown.