John DeRosa, director of contractor training at SRS Distribution, shows the value in optimizing sales leads versus determining if a lead is “qualified” or “unqualified.”

Escape the price-driven sale with these real-world strategies aimed to help roofing contractors succeed.

What are the images that come to mind when I say the word “salesperson”? 

 When I do sales seminars for roofing contractors I am always surprised at the number of salespeople who do not introduce themselves to the neighbors of their clients.  

 The Better Business Bureau publishes its annual inquiry and complaint statistics (see www.bbb.org).