The book
The Building Materials Sales Playbook
A written system for winning contractors, dealers, and specifiers without competing on price.
Best for · Owners, VPs of sales, managers, and sales reps who are done racing the bid.
Open the book page →The book · Building materials · Sales
Win contractors, dealers, and specifiers without competing on price.
The Building Materials Sales Playbook is the field guide for manufacturers, distributors, and brand owners who sell to the jobsite and are tired of winning the bid by giving away valuable margin.
20+ years in construction sales
Over 20 years training sales teams in the construction material business.
3 buyer types
Contractors, dealers, and specifiers. They buy differently and need different conversations.
Not price
Price is a last resort. The playbook is how you stay in the conversation before the bid.
The book
The Building Materials Sales Playbook.
Building materials are specified, stocked, and installed by people who already have a preferred supplier. This book is written for the seller who has to win that preference — contractor, dealer, and specifier — without racing to the bottom.
- — Contractors who will pay for a rep who makes the job easier
- — Dealers who need a partner, not another discount sheet
- — Specifiers who write you in before the bid goes out
- — A process a field team can run on Monday, not a stack of slogans
How I work
Operator first. Channel second. Slides last.
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01
The buyer before the conversation
A contractor on a job site, a dealer protecting inventory, and a specifier writing a spec are three different sales. One generic close will not fit all three.
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02
Channel before catalog
Dealers and distributors still carry this industry. Direct and channel have to stay coordinated, or the bid dies in the gap.
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03
A process they will still run
If it only works while the trainer is in the building, it is not a process yet.
The work
Four ways in
Read the book first. It stands on its own. If the team still needs the process installed and not just understood, the next step is customized training and playbooks. Not a canned workshop.
Bootcamp
Target Selling classes
One- or two-day session on targeting, qualification, pre-call planning, and close in the language of your buyers.
Best for · Field teams that need a sequence they can run Monday.
Start with this →Playbook
Process the team owns
Account planning, account classification, and partner coordination written as materials a manager can hand a new hire and a sales rep can use the next day.
Best for · Leaders and sales reps tired of training that dies in a shared drive.
Start with this →Program
Reinforcement after the training
Discovery, delivery, then monthly follow-through with sales reps and managers so the process stays installed.
Best for · Organizations that already know a two-day event is not the finish.
Start with this →About
Daryl K. Burgess.
Principal of DKBurgess Consulting. Sales trainer and coach for corporate and global account teams — including industrial manufacturers, construction material companies, and businesses that sell through a mix of direct and channel relationships.
The book is the written playbook of that work: how a building-materials seller wins contractors, dealers, and specifiers without making price the whole conversation.
If the process only works while the trainer is in the building, it is not a process yet.
How it starts
A conversation. Then the book, or the work.
- 01 · Read or request the book. Start with the written system.
- 02 · Thirty minutes. Who you sell to, where deals stall, what is breaking down.
- 03 · A straight recommendation. Book only, bootcamp, playbook, or a longer program — including what to skip.
Thank you.
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