What if the biggest reason your prospecting isn't working has nothing to do with your confidence and everything to do with your approach?

If making cold calls feels uncomfortable or ineffective, you're not alone. In this episode, Bradley Hartmann explains why traditional cold calling is outdated and shares a practical framework for warming up every conversation before you ever pick up the phone. You'll also discover the hilarious "Sales Purgatory" website and the common outreach mistakes that instantly turn buyers away.

In this episode you’ll

• Learn the RRI Framework (Referral, Research, Insight) to make every prospecting call more relevant and valuable.
• Discover the six outreach "sins" that frustrate buyers so you can avoid the mistakes that sabotage sales conversations.
• Build more confidence by replacing generic cold calls with thoughtful, research-driven outreach that earns attention.

Press play to discover a smarter, more human approach to prospecting that helps you stand out, build trust faster, and create more meaningful sales conversations.

Download the RRI Framework

Visit the Sales Purgatory Website

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected] or visit our website and click on Increase Sales.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline, even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

New podcasts are dropped every Monday and Wednesday.