Specified Growth Podcast

What if everything we've been taught about sales is backwards? Conventional wisdom says: "Nice people finish last" "Always be closing" "Stick to the script" But the journey of a sales expert tells a different story. Here's what actually works: 1. Start with empathy, not pitch decks. She taught her teams to begin by understanding the customer's world. The technical details can wait - first, learn what keeps them up at night. 2. Turn "failures" into gold instead of hiding from mistakes, she celebrates them as learning opportunities. After every meeting ask: What worked? What didn't? What should never happen again? 3. Think like an architect. Just as architects plan every detail before building, she works backwards from goals, mapping out every step. The "impossible" becomes possible when you break it down systematically. 4. Build bridges, not walls. Her most valuable asset? The relationships she's maintained across decades and companies - even with people who didn't succeed in their roles. Why? Because everyone has value, even if they're not in the right seat. The biggest surprise? She credits her success not to aggressive sales tactics, but to genuine curiosity about people and their challenges. Bottom line: In a world obsessed with "crushing quotas," maybe the real key to sales success is being more human, not less. What unconventional wisdom has helped you succeed in your career? #buildingmaterials #sales #entrepreneurship

A 1% deviation from your course, left uncorrected, can take you miles off target. This powerful insight comes from a conversation with Rick Wickizer, a veteran in the building materials industry who shared his playbook for sustainable business growth. What fascinated us most was Rick's unique perspective on leadership, drawn from his experience as a Dragon Boat team paddler. He explained how, just like a Dragon Boat caller who must: -Read the conditions -Adjust the team's stroke rate -Keep everyone synchronized -Execute race strategy ...a business leader must constantly assess, adjust, and guide their team through different phases of growth. Key leadership lessons from our discussion: "Different phases of business require different strokes. A startup needs the aggressive energy of a race start, but once you break through, you can settle into a more sustainable rhythm." Rick built his rep agency from $4,000 in first-year profits to multi-millions by following three core principles: -Empower your front line "A salesperson won't engage unless they feel confident in their knowledge or know where to find it." -Create systems that scale his approach to product displays: "They become silent salespeople when placed strategically." -Focus on meaningful metrics: "Profit alone is a shallow metric. Build something meaningful that creates lasting value." For those in building materials or running a rep agency, Rick's advice on choosing manufacturer partners is gold: Look for alignment in values, complementary products, and most importantly - integrity. Follow the links to learn more. Listen: https://lnkd.in/g8W42TG3 Watch: https://lnkd.in/gZqx2vpZ #buildingmaterials #construction #roofing

"We might be dealing with a superintendent on a job site one day and a CEO the next - you've got to meet them where they are." On this throwback Thursday is a conversation with Luke Hill, who shared insights on talent acquisition in construction. From tear gas chambers in the Marines to executive search, Luke's journey is fascinating. But what really hooked us was his fresh take on what makes an "A" company - and it's not what you might think. Favorite insight? The best companies aren't just those with values on their walls. They're the ones where every single person - from the front desk to the C-suite - can tell you exactly where the company is headed and believes in that journey. Luke also dropped some wisdom about why fishing and recruiting aren't so different, and how he's working to bridge the construction talent gap through veteran integration. Watch the full episode to learn: ·      Why the "person behind the resume" matters more than you think ·      The red flags that make top talent swim away ·      How clear vision creates "contagious" company culture ·      What fishing can teach us about business patience and persistence Watch here: https://lnkd.in/gN-kV-Bc Listen here: https://lnkd.in/gF7kKhwh #buildingmaterials #construction #entrepreneur

Happy New Year Everyone! From our family to yours, we truly wish you all the best. We'll keep grinding out insights and interviews, we hope you'll join us for the ride. After all, listening to our weekly episodes makes you that 1% better we like to talk about... We appreciate you all, let's make it a great one!

The latest episode of the Specified Growth Podcast is a fascinating conversation with Rick Wickizer, owner of Wickizer & Associates, on building a successful manufacturer's rep firm from the ground up. Rick's journey from financial planning to becoming a powerhouse in building materials sales offers invaluable insights for anyone in #sales or #entrepreneurship. Insights include: "Being the cheapest is not a good differentiator... it's going to be a race to the bottom." Rick's emphasis on value over price competition is a game-changer for contractors and sales professionals alike. On starting a business: "It's like launching a rocket ship... you need a lot of payload, a lot of energy. A lot of businesses crash back down because they underestimate how much energy is involved in launching." Some key takeaways we found: - The power of "pull-through" sales - creating demand by influencing the entire supply chain - Why focusing on a niche (For example: Division 7 - building envelope) beats trying to be everything to everyone - How displays become "silent salespeople" when strategically placed and maintained After bootstrapping his company during the 2008 recession and growing one product line from $700K to $6M, Rick's insights on building a meaningful AND profitable business are pure gold. Don't miss the impactful episode. Click below. #BusinessGrowth #Leadership #buildingmaterials #construction #constructionindustry #entrepreneur #podcast #interview #buildingmaterial #buildingconstruction #business #roofing

"Everyone has a plan until they look at the metrics." The biggest mistake companies make? Drowning in data while missing the signal. Here's the framework that stuck from our conversation with a product launch expert: Think of launching a product like driving from Birmingham to Vancouver in 4 days: -You don't need 30 dashboard metrics -You don't need to track every minor detail -You need 3-4 key indicators that tell you if you're on pace The reality is: - Most companies over-complicate their metrics - Teams get lost in vanity numbers - Leadership can't quickly assess if they're on track 🎯 The Solution: 1. Pick 3-4 leading indicators that directly tie to your goal 2. Make them visible and actionable 3. Create clear thresholds for course correction 4. Ensure every team member understands them The wake-up call: If you can't explain your launch metrics in 30 seconds, they're too complicated. As Dave Daniels puts it: "I don't have time to sift through 25 metrics to find the problem. Give me three or four, and I can see where to dig deeper." What are your go-to metrics for measuring launch success? Are you tracking too many? #ProductStrategy #Leadership #Metrics #BusinessGrowth

A reminder from a conversation we had with a veteran sales director that completely changed our perspective on what makes a great sales professional. Here are the game-changing takeaways: The best salespeople aren't just skilled at closing deals - they're masters of empathy. They understand that success comes from truly listening to customers and solving their problems, not just delivering technical pitches. A fascinating insight: She uses what she calls the "Good, Bad, and Ugly" framework after every sales meeting. It's simple but powerful: - Good: What worked well? - Bad: What could have been better? - Ugly: What should never be repeated? Her journey taught her that success isn't about natural talent - it's about systematic preparation. She works backward from goals, creating detailed action plans where others might just see impossible targets. Perhaps most surprisingly, she emphasizes that being "too nice" isn't a weakness in sales. The key is combining kindness with clear direction and strong follow-through. Her track record proves that empathy and business success aren't mutually exclusive. Key lesson: Sales isn't about being the loudest voice in the room. It's about being the best listener. Pro tip: Don't just keep your game plan in your head. Write down every step, track your progress, and always - always - follow up. What strategies do you use to combine empathy with effectiveness in your sales approach? #SalesLeadership #ProfessionalDevelopment #SalesStrategy #CareerGrowth #SalesSuccess

After diving deep into product launch expertise with industry veteran David Daniels of BrainKraft, one truth stands out: Most companies are doing product launches backwards. Here's the uncomfortable reality: We obsess over features, perfect our pitch decks, and plan launch parties... while missing the fundamental question: "Are we solving a real problem our customers will pay for?" The most successful product launches Dave has seen follow this counter-intuitive path: 1. Start with silence - Listen to your market before building anything. Not just technical users, but decision makers who control budgets. 2. Define success before strategy - Your launch needs 3 clear elements: - The metric that matters - A specific quantity target - A defined timeframe 3. Remember: Your "amazing feature" is only an advantage if customers believe it is. Most controversial insight: Your product doesn't need a new category ("aisle") to succeed. Sometimes, being a better solution in an existing category is more powerful than trying to create a new one. The hard truth? That game-changing idea you're rushing to launch by Friday? It probably needs more customer validation. As Dave says: "It's not a website, it's not a podcast, it's not a PowerPoint... launching a product is a business." What's your experience? Have you seen companies prioritize launch parties over proper market validation? #ProductLaunch #ProductManagement #Innovation #BusinessStrategy #buildingmaterials #entrepreneur #podcast #interview #entrepreneurship #buildingmaterial #buildingconstruction #business

Ever wondered how top construction leaders navigate the complexity of managing hundred-person teams while staying ahead of industry trends? In our latest episode, construction veteran Kyle Nitchen pulls back the curtain on what it really takes to succeed in today's evolving construction landscape. Kyle shares invaluable insights on: - How to transform communication breakdowns into breakthrough moments The secret to coordinating massive teams (it's not what you think!) - Why the future of construction belongs to those who embrace both technology AND traditional expertise - Real strategies for rising project managers (including the mistakes he wishes he'd avoided) What sets this episode apart? Kyle doesn't just share theory - he dives deep into practical solutions for the challenges you face every day on site. Whether you're managing your first project or overseeing multiple sites, you'll walk away with actionable strategies to implement immediately. Favorite quote from the episode: "Your projects don't rise to the level of your goals, they fall to the level of your systems." Listen: https://lnkd.in/gieAreMd Watch: https://lnkd.in/gGaMRsM3 #ConstructionManagement #ProjectManagement #Construction #buildingmaterials #Leadership #ConstructionTech P.S. Who would you like to hear from on the show? Drop their names in the comments below! 👇

#ThrowbackThursday to an incredible conversation with Gabriella Ainslie and Lacey Soslow, the visionary founders of Matriarchy Build. These powerhouses are revolutionizing the construction industry by creating a platform where female professionals thrive and homeowners find confidence in their renovation journeys. What struck the most? Their unwavering commitment to fostering collaboration among women in construction while making home improvement accessible to everyone. As they perfectly put it: "Women specifically are really hungry for community and collaboration in this space because there really isn't something targeted to that audience." Through their hybrid model of online consultations and in-person services, they're not just building homes – they're building a movement. Their rigorous vetting process ensures every professional brings both technical expertise and excellent communication skills to the table. The best part? They're just getting started. Their vision of bringing gender equality to construction isn't just inspiring – it's transforming the industry one project at a time. Ready to reimagine what's possible in home improvement? Check out the full episode 👇 #WomenInConstruction #HomeImprovement #buildingmaterials #construction #constructionindustry #entrepreneur #podcast #interview #entrepreneurship #buildingmaterial #buildingconstruction #business #constructioninsights Listen Here: https://lnkd.in/gWc9WtsK Watch Here: https://lnkd.in/gHUp5DDe