LBM Sales Essential Webinar Series

LBM SALES ESSENTIALS WEBINAR SERIES

Strong sales performance in the LBM industry doesn’t come from tactics alone - it comes from consistently executing the fundamentals that build customer trust, maintain a healthy pipeline, and protect profitability. This three-part webinar series is designed to strengthen the core capabilities every high-performing LBM salesperson relies on - whether you’re new to the role or looking to sharpen your professional discipline.

Participants will develop stronger habits around:
     How they show up with customers
     How they consistently build and manage opportunity
     How their daily decisions directly impact margin and profitability

This three-part, industry-specific webinar series delivers practical strategies that can be applied immediately in the field, at the counter, or on the phone. Designed for Outside Sales, Inside Sales, Counter Sales, and Sales Managers, these sessions help improve performance, strengthen customer trust, and drive profitability.

Series includes three webinar sessions planned for May 5, June 2 and July 7 

Session #1 – "The 3-Prong Prospecting Approach"
May 5, 2026   10:00–11:00 AM ET
Prospecting is one of the most important - and often avoided - disciplines in LBM sales. This session introduces a simple, repeatable framework for building a healthy pipeline through both horizontal growth (new customers) and vertical growth (expanding product sales with existing customers). Learn how to identify and research prospects, leverage referrals and job-site relationships, conduct effective outreach, and overcome common prospecting hurdles to consistently drive profitable growth.

Session #2 – "From Transaction to Invaluable"
June 2, 2026   10:00–11:00 AM ET
In today’s competitive LBM marketplace, pricing and product availability alone rarely win business. This session explores how to personalize interactions, become a trusted partner, and differentiate yourself in every customer interaction. Participants will gain practical techniques to build stronger relationships, improve communication, and understand customer motivations - strategies they can immediately apply in the field, at the counter, or on the phone.

Session #3 – "Margin Matters"
July 7, 2026   10:00–11:00 AM ET
Margins are shaped by the daily decisions sales teams make. This session helps participants understand where profitability is gained or lost and how sales behavior directly impacts gross margin. Learn how pricing discipline, product knowledge, and value-based selling drive stronger margins, along with practical strategies for handling price objections, recognizing high-margin opportunities, and maintaining pricing integrity while strengthening customer relationships.

Presented by Mike McDole     Mike McDole has over 40 years of experience in the LBM industry, including two decades at a large regional dealer, where he served as SVP for 12 years (14 locations; 4 states; 2 truss plants; wall panel plant; custom millwork; 52 OSRs; & 25 ISCs). In 2021, he founded Firing-Line LBM Advisors, working with dealer clients across the US. Mike specializes in sales management, sales training, profitable growth strategies, operational efficiency, and bottom-line improvement. In addition to his LBM dealer clients, he also writes columns for industry publications, speaks at conferences, and has been a guest on numerous LBM webinars. He’s also a partner with Greg Brooks and his Executive Counsel on Construction Supply. 
https://firinglinelbm.com/