“Most people follow up about two times. But there’s stats out there that prove purchases above ten thousand dollars only close on the fifth and sixth follow-up—or later.” In this episode, Tim sits down with return guest Corey Anthony (Sales Manager, Stûv) live from the Compact Appliances open house in Read more…
“Sales is communicating wisdom to bring someone to the point of a decision.” In this episode, Tim shares a class he taught at the HPB Expo in New Orleans called Mastering the Sales Process in Your Company. It’s a solo deep dive into the seven-step framework he wishes someone had Read more…
“The most expensive labor your customer pays for is the labor they have to do twice.” This week, Tim sits down with Gideon Honeycutt (Sales Rep for Valor and Blaze King) for part two of our mini-series on specialty installation. Products are sold through more channels every year, and labor Read more…
“Service and installation is your moat—and I can’t cross it.” That’s a direct quote from an AI agent when Tim asked how specialty retailers stack up against big box and e-commerce. In this episode—the first of a two-part series on the value of specialty installation—Tim shares a class he taught Read more…
“It kills more people every year than HIV, tuberculosis, and malaria combined.” In this episode, Tim sits down with Shelby Kardas (Executive Director, StoveTeam International) to talk about the smoky-kitchen crisis affecting half the world’s population—and why supporting a cause bigger than your bottom line might be the smartest business Read more…
“Do you want them asking those questions to ChatGPT or their buddy who’s a contractor—or do you want them asking you?” In this episode, Tim kicks off Season 17 with Jonny Holsten (Owner and Sales Trainer, bridgeselling.com), author of Fix Your Broken Sales Calls. Jonny built a six-step framework that Read more…
While we prepare Season 17 of the podcast, Tim will be giving weekly rapid reactions to audio articles from The Fire Time Magazine. This week, Tim closes out the series reacting to an article he wrote titled, “What’s Your Return on Luck?” (released in the September 2023 issue of The Read more…
While we prepare Season 17 of the podcast, Tim will be giving weekly rapid reactions to audio articles from The Fire Time Magazine. In this week’s episode, Tim reacts to an article by Peter Parsons titled, “Tomorrow’s Customer” (released in the March 2026 issue of The Fire Time Magazine). —— Read more…
While we prepare Season 17 of the podcast, Tim will be giving weekly rapid reactions to audio articles from The Fire Time Magazine. In this week’s episode, Tim reacts to an article by Zack Estes titled, “3 Tips for Increasing Throughput” (released in the January 2025 issue of The Fire Read more…
While we prepare Season 17 of the podcast, Tim will be giving weekly rapid reactions to audio articles from The Fire Time Magazine. In this week’s episode, Tim reacts to an article by Gideon Honeycutt titled, “Enjoy Being Wrong” (released in the May 2026 issue of The Fire Time Magazine). Read more…