Resources

If you want to know where your product’s specification-marketing has holes, stop asking your agency. Open ChatGPT, type the prompt

Most specification training doesn’t fail in the workshop. It fails in the three weeks after, when nothing in the sales

When you call a contractor or specifier to tell them the price is going up, the person most likely to

Most specification reps will tell you they know how to defend a spec against substitution. But ask when they last

On a premium project, you rarely lose the spec to a competitor. You lose it later, in a value engineering

When a spec goes against you, it’s tempting to assume a rival manufacturer simply out-sold you. Most of the time,

By the time your rep gets a meeting with a specifier, the shortlist is often already decided. The specifier built

Your rep can turn around a technical proposal in twenty minutes now instead of two hours. That part’s solved. ChatGPT

In the South African construction and manufacturing sector, sales has never been “quick wins and slick talk”. It’s built on

Warning! The market for selling building products and materials to the construction sector in South Africa is tough. The pressure