PRESENTATIONS (in-person or virtual)

Break Through the Noise: Reignite Your Sales Prospecting Strategy

Are your sales teams stuck in a rut and missing out on new opportunities? It’s time to “Brush Away the Prospecting Cobwebs”.

This session delivers a bold, practical, and proven approach to winning new business and growing existing accounts.

Learn how to:

• Identify and research prospects

• Master both cold and warm calls with confidence

• Spot hidden growth opportunities within current accounts

• Overcome price objections without giving away margin

• Build a reputation that customers can’t ignore … become invaluable

Perfect for LBM Salespeople, Sales Managers, and company leaders looking to spark real growth, this presentation combines industry-tested tips with actionable insights that drive results.

Let’s turn untapped potential into bottom-line performance.

Understanding LBM Profitability

Sales might drive revenue—but profits drive survival.

In this high-impact session, Mike pulls back the curtain on what really drives the bottom line in the LBM industry.

This isn’t your typical finance lecture—this is a straight-talking, eye-opening breakdown of where profits are made, where they’re lost, and how sales teams directly influence both.

Learn to:

• Differentiate gross margin vs. markup (and why it matters)

• Avoid the profit-killing habits that plague too many LBM sales teams

• Understand the true cost of special-order mistakes 

• Escape “margin ruts” and price with confidence

• Sell smarter—not just harder—with upgrades, bundling, and delivery efficiencies

This session is a must for LBM Salespeople, Sales Managers, and anyone serious about making their LBM location more profitable.

Real numbers. Real talk. Real improvement.

Because busy doesn’t always mean productive.

In this focused session, Mike delivers time-tested strategies that help salespeople do more of what matters—and less of what wastes time.

Whether you're juggling jobsite visits, customer calls, emails, or internal demands, this course helps sharpen your efficiency, improve customer interactions, and protect your most valuable resource: your time.

What you’ll learn:

• How left-brain and right-brain thinking affect your productivity

• The real cost of multitasking—and how to beat it

• Strategies to deal with “time-sucker” customers and coworkers

• Tips to reduce distractions and procrastination

• Ways to organize your day with digital tools, lists, and rules

• How to manage customer expectations without saying yes to everything

Ideal for OSRs, ISRs, Sales Managers, and anyone who feels pulled in a hundred directions, this session is practical.

Less chaos. More control. Greater sales success.

In a world of noise, personalization is your competitive edge.

Today’s customers don’t just want a product—they want to feel seen, heard, and valued. 

In this session, Mike shows how to make every interaction more meaningful—and more effective.

From contractors to remodelers, personalizing your sales approach builds trust, drives loyalty, and turns customers into advocates. It’s not about gimmicks—it’s about authenticity, empathy, and execution.

Key takeaways:

• Why personalization increases conversions, retention, and referrals

• How to be authentic, not scripted, in conversing with customers

• Simple ways to get to know your customers—and use what you learn

• Leveraging CRM tools, social media, and reminders for relationship-building

• Communicating with clarity, consistency, and confidence

• Differentiating your company with specifics—not slogans

Perfect for OSRs, ISRs, managers, and dealer leaders who want to rise above transactional sales and become invaluable to their customers.

Because it’s not just what you sell—but how you sell it.

Boost Your Margins. Elevate Your Bottom Line.

Strategies that work—from someone who’s walked the walk.

This session delivers straight-shooting, actionable strategies for increasing gross margins and driving dealer profitability—without losing customer trust.

Whether you’re an owner, sales manager, or frontline salesperson, this presentation is designed to challenge your assumptions, eliminate margin ruts, and help your team think more like businesspeople—not just sellers.

What you’ll take away:

• The real difference between gross margin % and markup %

• Why special orders should never have the same margin as stock

• How to spot and break free from pricing habits that kill profit

• Smart use of variable pricing and bundling to increase GM$

• Practical strategies for turning salespeople into margin-builders

• What a $1,000 mistake really costs your business

• Traits and tactics of high-performing, high-margin sales pros

Designed for outside/inside sales, sales leadership, and ownership teams, this session arms your team with the mindset and methods to improve margin without sacrificing service.

Because top-line sales are for egos… but the bottom line is what counts.

The engine behind great customer service and profitable operations.

Inside sales and coordinators are often the unsung heroes of a successful LBM dealer—fielding requests, supporting OSRs, and keeping everything running smoothly behind the scenes. 

This training session shows how these vital team members can elevate performance, efficiency, and profitability. This session empowers ISRs and Coordinators to take greater ownership, boost internal teamwork, and better serve customers—all while managing time and tasks more effectively.

What participants will gain:

• Clear understanding of their role in driving customer satisfaction and company profit

• How to handle high-pressure OSRs and manage expectations with professionalism

• Strategies for boosting margins through upgrades, product knowledge, and smarter order handling

• Techniques for prioritizing tasks, eliminating time-wasters, and staying organized

• Tips for conflict resolution, active listening, and delivering bad news with empathy

• A better grasp of how their actions impact the company’s bottom line

Designed for inside sales reps, coordinators, and managers, this training builds pride in the position, sharpens communication, and reinforces how “thinking like an owner” creates real value.

Because when inside sales is strong, the whole operation wins.

Build Your Edge: Strategic Project Management for LBM Sales

Go beyond order-taking—become a trusted project partner.

This session, delivers a powerful playbook for salespeople who want to elevate their game from transactional selling to true project support.

LBM salespeople are in a unique position to influence jobsite efficiency, material flow, and customer satisfaction—and this presentation shows you how.

What you’ll learn:

• How to use project management tools like Gantt charts

• Ways to help customers stay on schedule and on budget

• The true cost of poor communication (and how to fix it)

• How personalization and follow-through win loyalty

• Technology tips to organize, track, and build strong relationships

• What contractors really expect—and how to exceed it

• How to be “invaluable” to builders, supers, and PMs

From strategic scheduling to becoming invaluable, this course is ideal for OSRs, ISRs, sales managers, and leadership who want their team to add value beyond the quote.

Don’t just deliver materials—deliver solutions.

Counter Sales: Mastering Customer Service & Sales Excellence

Your front line deserves to be the best.

For many customers, counter sales is the first—and sometimes only—impression of your company. This dynamic training session is designed specifically to elevate the performance, professionalism, and profitability of your counter sales team.

Whether they’re helping a walk-in contractor, answering the phone, or responding to a text, this class teaches your team how to serve with speed, skill, and strategy.

In this session, counter reps will learn how to:

• Communicate with professionalism and confidence

• Provide solution-based service that drives repeat business

• Overcome objections with calm and clarity

• Manage time, reduce distractions, and stay organized

• Avoid costly mistakes that kill profit (e.g., S/O errors)

• Understand the fundamentals of lumber math and margin

• Collaborate better with all departments

From delivering great service to protecting margin—this is a must for anyone behind the counter at a pro dealer, especially new counter salespeople.

Because counter sales isn’t just a transaction—it’s a relationship.

One company. Two departments. Same goal—profit.

Let’s face it: sales wants to close the deal, credit wants to get paid, and sometimes it feels like they’re working against each other. But what if both teams truly understood each other’s pressures, roles, and challenges?

In this bold, entertaining, and eye-opening 60-minute session, industry veterans Mike McDole and Thea Dudley bridge the gap between Sales and Credit. No finger-pointing. No lectures. Just real talk, relatable stories, and practical takeaways that help both teams succeed together.

You’ll learn:

• What every credit manager wishes salespeople understood

• What every sales rep wishes credit would stop assuming

• How to navigate order holds, credit limits, pre-liens, and tough conversations

• How to avoid the “blame game” and protect your company’s profits

• Why collaboration leads to faster sales and fewer write-offs

Perfect for salespeople, credit teams, managers, and executives who want to turn internal friction into alignment and teamwork.

Because a sale isn’t a sale until it gets paid.