LBM Sales Fundamentals Workshop
The LBM Sales Fundamentals Workshop is the most engaging and interactive annual sales training event on the planet, held every April in Fort Worth, Texas at The Omni Hotel.
Past Attendees
Teams come to the Sales Fundamentals Workshop when they struggle with:
daily sales activities that are purely reactive
poor/absent time management systems
scheduling meetings with decision-makers
articulating value and differentiation over price
negotiating with conviction
organizing and accurately valuing their sales pipelines
What's Included
More than just an engaging and memorable 2-day sales training event, the Sales Fundamentals Workshop will combine the most relevant sales training—over the course of more than 12 months—to lead to behavioral changes that drive new sales consistently.
This is what happens at each stage of the Sales Fundamental Workshop:
-
Receive a signed copy of Behind Your Back
Complete the 360 Sales Assessment
-
The industry's best 2-day live sales training event
2 nights at The Omni Hotel + food and drinks
Sales playbook with 40+ pages of actionable content
Photographer to upgrade your LinkedIn profile
Learn from 80+ sales leaders from across the USA
-
MACs begin: Monthly Accountability Calls
Implement the Weekly Game Plan time management system
SFW Book Club: Receive 2 more books, 1 every 90 days
You Are Owed Nothing
Deliver Value First Origins
The Alaskan Origins of the Battle Cry: “You Are Owed Nothing. Deliver Value First.”
Seven words. Two sentences.
You are owed nothing. Deliver value first.
It’s a linguistic Rorschach Test, like the ambiguous blobs of ink that psychologists present to
patients to uncover and understand their underlying thoughts, feelings, and perceptions.
There’s no right answer to a Rorschach Test.
Everybody sees something different.
You are owed nothing.
Deliver value first.
The 62-year-old general manager from Tulsa: “Love that tagline. You’ve pinpointed what
-
kids these days must understand: They’re not entitled to nuthin.”
The 21-year-old intern project engineer from Columbus: “It’s a great message for the managers recruiting us. They need to make time for us. Expecting us to just figure it out—and then yelling at us when it’s not done to their satisfaction—is the reason people keep quitting.”
The 43-year-old purchasing manager in Seattle: “Exactly. Salespeople in construction need to understand I don’t owe them anything. Just because you emailed me doesn’t mean I need to respond. I’m busy. Just because you leave a four-minute voicemail doesn’t require me to call you back. And I’m sure as hell not obligated to accept your LinkedIn request. Get over yourself. Be useful. Deliver value first.”
Sure, I say. To it all.
For me, the reason it’s in a 48-inch frame hanging on the wall across from my desk . . . and on my hat and t-shirt is simple: It’s the standard.
If I can continually strive to show up without any sense of entitlement and consistently deliver some value first, well then, I believe good things are more likely to happen.
If I can instill this in my children through sheer repetition and ubiquity, all the better for their lives too. (My 17-year-old son: “Oh, you want me to mow the lawn? Well, let’s see. Have you delivered value first today, Dad?” I responded by snatching the Boston Creme from his lips and giving it to his brother.)
You are owed nothing. Deliver value first.
So, where did the mantra come from?
Alaska.
Nearly a decade ago, I was leading a sales workshop in Anchorage. (I was told it’s beautiful there but I was bathed in darkness for the duration of my trip. I’ll have to return when the sun does.)
This particular segment of the workshop was devoted to sales reps sharing their most memorable customer interactions—and the insights they extracted from them.
“Who’s got a great story they’re willing to share?” I asked.
A sales pro in his early thirties raised his hand. “Oooh, I’ve got a doozy,” he said.
His story began early in his sales career. He was earning a small builder’s confidence. The builder’s business grew steadily and their relationship deepened. Trust, loyalty, and mutually beneficial collaboration accumulated over time. More and more product categories became the responsibility of the sales rep.
Then one day, the sales rep surfaced on a new build, unannounced.
Bile leapt in his throat.
He slammed his truck into park, seething at what stood before him: a Denali-sized pile of his competitor’s material.
As his narrow gaze swept across the acre parcel like a lighthouse beam, it got worse.
Every few feet illuminated more and more of his competitor’s logo. The mental tally of his lost commissions ballooned into five-figures.
The young rep stomped right up to the builder. Interrupting a conversation with the excavator, the sales rep tapped the owner on the shoulder and proceeded to deliver a piece of his mind.
The verb betrayed was hurled. Bystanders heard the phrase, stabbed in the back.
The 50-something builder let the young man vent.
“Are you done yet, son?”
“I guess so,” the rep sighed.
“Good. Because it’s my turn now: I appreciate you and your company. I understand what you can—and cannot—do to help me grow me business. Yes, I chose to buy from someone else and I understand you’re upset. But this ain’t about you. I’m the customer. So never, ever forget this: You are owed nothing. You got that?”
Everyone in the workshop was silent.
Except for me.
“You are owed nothing. Deliver value first,” I mumbled out loud, without realizing I’d said anything at all.
The young Alaskan salesman extended his index finger at me and said, “Hey now—that’s good stuff right there. You should trademark that, bro.”
The seven words reverberated like a 2x4 across my face. It clearly resonated with the young Alaskan salesman as well. I made a mental note to follow his advice: I would trademark it.
I had always known that Deliver Value First was right, but trite. Certainly nothing new.
But paired with this blunt reminder from the builder in this sales rep’s oh-so memorable story, it instantly provided me with a mantra—a battle cry!—I could recite to help me keep my own head on straight.
Because that’s what construction is—it’s a battle. Hell, that’s what life is.
You gotta fight to build the life you want. And everyone is fighting their own battle, everyday.
You are owed nothing.
Deliver value first.
Upcoming Dates
We open registration for the annual Sales Fundamentals Workshop around Halloween each year. This event will sell out within the first week of registration. If you'd like to add your name to our distribution list to ensure you secure a seat, contact us here.
Enrollment begins Monday, November 11, 2024
Sales Fundamentals Workshop April 16-18, 2025
Who should attend?
Sales veterans who need to upgrade their skills for an increasingly tech-driven industry and better connect with younger buyers
Sales leaders looking for new tools to drive prospecting, improve time management and hold their sales team more accountable
New sales reps looking to improve sales discipline and effectiveness
Inside sales reps preparing for an outside sales role
Operations managers wishing to improve their sales coaching abilities
What Attendees are Saying
“It’s been a fantastic experience for me and my team as we focus on becoming a more organized and effective sales team. It was a great time.
I highly recommend it.”
Dave Reichert ❯❯ President at Davis-Hawn Lumber
“I’ve been to many sales seminars, but this is hands-down the best sales training I’ve ever been to. I’ve never received this much from a single event.”
Jerrod Steffes ❯❯ Account Manager at Drexel Building Supply
Featured Reviews
Pete Aubuchon
Central Valley
Beth PopNikolov
Venveo
Alex Chapman
SW Collins
Pricing
The investment to attend the Sales Fundamentals Workshop is $3,895 and includes (2) nights at The Omni in Fort Worth and all food and drink during your stay. You purchase the flight and uber yourself to The Omni . . . and we take care of everything else.
FAQs
-
The investment per attendee, will include the 2-Day workshop led by Bradley Hartmann, a two-night stay at The Omni Fort Worth, all snacks, meals, drinks, and entertainment during your stay, our weekly sales planning system that will be implemented in Fort Worth, the SFW book club which will send you 4 books over the course of the year, and monthly Zoom accountability calls led by Hartmann with attendees from SFW events in 2020, 2021, 2022, 2023 and 2024.
-
Despite hosting the event in Fort Worth, this isn't a cattle call. We're not cramming as many attendees as possible in a hotel ballroom to max out our revenue. The SFW is designed to be an engaging and hands-on event. Therefore, space will be limited to the number of new names and faces Hartmann can keep in his head at one time—which is 100. (It's kinda like Cheers—everyone will know your name . . . and we will call you out.)
-
No. Everyone who is choosing to attend is doing so on the merit of the content and people joining us in Fort Worth. Unlike other events that focus more on the sponsors and advertisers who are paying to bathe the event in their branding, we focus solely on the educational content and its value to our attendees.
-
Yes. Every year we have teams come to learn and build camaraderie together.
Email Melissa Hartmann, our Chief Financial Officer at melissa@bradleyhartmannandco.com to discuss details.
Ready to register?
If interested in securing a seat to our Sales Fundamentals Workshop next April, click the button below.
