Stefanie Couch talks with Jim Wilcox of Wilcox Associates about transforming sales approaches in the building industry through understanding customer value and following proven methodologies.

• Price only matters in the absence of value – salespeople don't bring value, they must align with what customers truly value
• Most salespeople qualify leads based on gut feeling rather than understanding problems, issues, and decision-making processes
• Professional sort, amateur sell – successful salespeople filter for the right opportunities rather than pursuing every lead
• A players need coaching not time management, while C players need help with fundamentals
• Using the CARE framework (Clients to Keep, Attain, Recapture, and Expand) creates a strategic approach to relationship management
• Data collection through CRMs enables better business decisions and helps identify which customer types actually drive profitability
• Having a structured sales process to follow is critical for moving from average to elite performance

Connect with Jim Wilcox on LinkedIn or email him at jimwilcox@sandler.com to learn more.

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🚀 What Is Grit Blueprint?
Grit Blueprint helps businesses in the building materials and construction industries grow through expert marketing, branding, and AI-driven tools.

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What happens when artificial intelligence meets old-school relationship building in the construction and building materials industry? The answer might surprise you.

In this illuminating conversation, Stefanie Couch talks with Syndi Sim, Director of Sales and Business Development at Q-Railing, about creating competitive advantages in a rapidly changing marketplace. Together they unpack the paradox facing today's sales professionals: as technology levels certain playing fields, your personal brand and relationship-building skills become more valuable than ever.

Syndi shares her powerful "seven touches of sales" approach that has helped her build lasting client relationships in the glass industry. You'll discover why 80% of sales require at least six follow-up touch points, yet 92% of salespeople quit before reaching that threshold—creating an enormous opportunity for persistent professionals who master the art of consistent follow-up.

The conversation takes a fascinating turn when examining how a "cradle-to-grave" turnkey solution approach transforms commodity products into value propositions customers willingly pay premium prices for. Learn how removing friction points for your customers creates loyalty that transcends price sensitivity, especially in specialized segments like glass railing systems.

For those wondering about AI's role in this human-centered industry, both experts offer practical insights on leveraging technology for follow-up automation while preserving the irreplaceable human connections that drive major deals. Their refreshing take treats AI not as a threat but as a powerful companion that handles routine tasks while allowing salespeople to focus on high-value face-to-face interactions.

Don't miss Syndi's compelling insights on LinkedIn as an underutilized sales tool, why personal branding matters more than ever in the building industry, and the mindset shifts that separate top performers from everyone else. This conversation combines actionable strategies with profound wisdom about what truly matters in business development today.

Ready to transform your sales approach? This episode delivers the blueprint.

Syndi Sim:
LinkedIn: Syndi Sim
Website: www.syndisim.com

🎥 Watch the Video Version of This Episode
Catch the video version of The Grit Blueprint Podcast on my personal YouTube channel:
Stefanie Couch on YouTube

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• Website: GritBlueprint.com
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💼 Follow Stefanie Couch

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• LinkedIn: Stefanie Couch
• Personal Website: StefanieCouch.com

🚀 What Is Grit Blueprint?
Grit Blueprint helps businesses in the building materials and construction industries grow through expert marketing, branding, and AI-driven tools.

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Gina Schaefer shares her journey from building a multi-million dollar hardware store chain to becoming a professional speaker, offering insights on overcoming self-doubt and breaking barriers in male-dominated industries.

• No one thought Gina would succeed as a woman in the hardware industry, which created initial self-doubt that she had to overcome
• Branding is more than logos and colors, it's about what people think about you when you're not in the room
• Business development requires systematization, including targeting specific audiences rather than trying to appeal to everyone
• Successful entrepreneurs must be prepared to fail, look stupid, and make wrong choices as part of their growth process
• Understanding your value and charging appropriately is crucial, especially for women in business
• Recognizing and naming your fears (Gina named the chip on her shoulder "June") can help you manage them
• Play the long game, know what you want, create a strategy, be open to pivoting, and stay both hungry and self-aware
• It's essential to balance confidence with constructive self-criticism to grow professionally

To find out more about how Grit Blueprint can help you grow your business, check us out at our website, gritblueprint.com.

🎥 Watch the Video Version of This Episode
Catch the video version of The Grit Blueprint Podcast on my personal YouTube channel:
Stefanie Couch on YouTube

📧 Subscribe to Our Newsletter
Get exclusive updates and insights from Grit Blueprint:
Sign Up Here

✨ Stay Connected

• Website: GritBlueprint.com
• Instagram: @Grit.Blueprint
• LinkedIn: Grit Blueprint

💼 Follow Stefanie Couch

• Instagram: @StefanieCouchOfficial
• LinkedIn: Stefanie Couch
• Personal Website: StefanieCouch.com

🚀 What Is Grit Blueprint?
Grit Blueprint helps businesses in the building materials and construction industries grow through expert marketing, branding, and AI-driven tools.

📅 Book a Call
Learn how we can help your business thrive:
Schedule a Call