STG Blog
Contractor Sales Blog
Sales process, hiring, leadership and pipeline lessons from Ryan Groth and the contractors STG has coached.
Every article, podcast episode and client case study from the STG archive, restored and updated. Start with the topic that is costing your team the most deals right now.
Articles
The 8-Figure Sales Team: Your Foundation
Building a contractor sales team starts with Phase 1: a repeatable sales process, the Honeyhole method, bigger deals and the KPIs that matter.
Read the articleTop 6 Tips to Level Up Sales For Your Roofing Business
Roofing sales tips that close more jobs: differentiate your company, use visual tools, listen, offer options, educate first and show off your referrals.
Read the articleUnlocking Mental Grit with Ryan Groth
Mental toughness in sales decides who lasts. Ryan Groth on handling rejection with clear goals, reframing setbacks, visualization and self-care.
Read the articleHow to Level Up Your Sales in the Construction Industry
Construction sales tips to level up your results: a clear sales strategy, a strong team, sharp collateral, digital marketing, a CRM and steady improvement.
Read the articleCommercial Roofing Lead Gen Tips
Commercial roofing lead generation tips: referrals, online ads, SEO, direct mail, trade shows, teaching classes, cold calling and trade partnerships.
Read the articleDefining & Increasing B2B Sales vs B2C Sales
B2B vs B2C sales explained: how decisions, complexity and buying motives differ, plus proven ways to increase sales in both environments.
Read the articleTop Commercial Roofing Leaders to Follow on Social Media
Commercial roofing leaders to follow on social media: the teams behind KPost Roofing, Beldon Roofing and Rackley Roofing, and the habits they share.
Read the articleSales vs. Marketing for Contractors – Which Comes First?
Sales vs marketing for contractors: which comes first? Tim Brown of Hook Agency says service first, then sales, then pour on marketing.
Read the articlePresentation Tips For Your Commercial Roofing Sales Training Program
Commercial roofing sales presentation tips: make a professional first impression, educate instead of pushing, show what sets you apart and stay real.
Read the articleHow Climate Change Is Impacting Commercial Roofing Sales Training
Commercial roofing sales training has to keep up with climate change: humidity, abnormal cold and longevity concerns now shape what buyers ask.
Read the articleContractor Coaching Tips To Motivate Your Construction Team Via Great Leadership
Construction team leadership tips for contractors: set clear goals, stop micromanaging, lead by example, stay positive and share the big picture.
Read the articleWork-Life Balance- Learn to Integrate Yourself
Work-life balance tips for busy business owners: work from home, plan ahead, section your time, share downtime with family, and protect your health.
Read the articleTips for Handling Business Setbacks
Handling business setbacks: build a crisis team, stay honest with customers and staff, cut overhead wisely and keep your best customers close.
Read the articleImportance of Sacrifice for Growth
Sacrifice for business growth: the stability, work-life balance, income and sleep owners give up, and why attitude matters more than price or services.
Read the articleGreatest Advice of All Time
Never quit in business: why the simplest advice from a mentor still matters, and how staying consistent helps contractors and owners push through.
Read the articleBusiness Coaching for Contractors: What Are the Benefits?
Business coaching for contractors: how a coach with industry experience helps you build a plan, fix your sales process, and weigh risk against opportunity.
Read the articleThree Tips for Commercial Roofing Sales Training
Commercial roofing sales training tips: create real dialogue, sell benefits over features, and stay open to new ideas so you win more building owners.
Read the articleThe Dark and Lonely Road of Sales
Loneliness in sales and business is common for innovators. Learn why the road feels dark, what extra time and effort it takes, and why it is worth it.
Read the articleWhat to Wear in the Commercial Sales Environment
What to wear to a sales meeting in commercial sales: dress like your prospect, go a notch above, avoid looking pushy and let confidence show.
Read the articleWhy Contractors need to Know their Closing Ratio
Contractor closing ratio: what it measures, why you must track it, and how faster lead response, knowing your buyers and product knowledge raise it.
Read the articleHow Elite Performers Conduct Themselves
Traits of elite salespeople: why top performers drop the lone wolf act and win by being team players, personable, playful and socially aware at work.
Read the articleRecruiting New Talent? Try This…
Interviewing job candidates works better as a two-way conversation. Learn why flipping the script helps you find high-quality hires who stick around.
Read the articleFear of Tech & Relationships
Technology and business relationships can grow together. Ryan Groth on why fear of losing in-person connection leaves business owners behind.
Read the articleEvolution of a Contractor Salesforce
Contractor sales team structure explained: which salesperson to hire next, how Stallion Hunters open commercial B2B accounts, and how to grow from there.
Read the articleRelationships are Responsible for Supernova Level Outcomes
Leveraging client relationships turns real results into testimonials, reviews and word of mouth. Here is how contractors put that praise to work.
Read the articleThe Sales & Service Paradox
A servant selling approach: people hate being sold but love being served. How to build a contractor sales process on value that still competes.
Read the articleResponding to COVID-19 // Navigating Construction & Service Sales
Construction sales during a recession: a March 2020 contractor playbook on hands-free selling, virtual consults, service work and your pipeline.
Read the article5 Steps You Can Take to Build a Predictable Sales Model
Predictable sales model for contractors in 5 steps: hire a sales leader, lead with service, define your pipeline, use a CRM and set clear goals.
Read the article5 ways to screw up when hiring your next salesperson
Hiring your first salesperson? Avoid the 5 mistakes contractors make most, from hiring before you have a system to skipping a real ramp-up plan.
Read the articleDecision Tax: How Much Are You Paying?
Decision fatigue in sales is a tax you pay on every open choice. Ryan Groth explains how slow decisions slow your selling and how routines fix it.
Read the articleI help contractors build predictable sales models -- WHY? HOW? Here's my story...
Predictable sales model for contractors: Ryan Groth on why he founded STG and how owners can trade the sales roller coaster for steady, controlled growth.
Read the articleWhy you should stop worrying about your competition and just appreciate them
Worrying about your competition takes your eye off the ball. Ryan Groth explains why good competitors help your industry and how to stay in your own zone.
Read the articleAre You A REACTIVE or PROACTIVE Contractor? Both Cost $$
Proactive contractor or reactive contractor? Both cost money. See why reacting costs more in margin, accounts and reputation than investing up front.
Read the articleWhy is the Contracting Industry WEAK in Selling?
Contractor sales skills are rare, which makes them easy to stand out with. Why busy contractors should stop delaying and build a real sales team.
Read the articleWhat is Sales Transformation Group?
Sales Transformation Group trains contractors to sell instead of bid. Founder Ryan Groth shares how the company started and the problem it set out to fix.
Read the article5 steps you can take to help you get on the top 100 list
Top 100 roofing contractors share five habits: a real sales manager, service first, a managed pipeline, a CRM and clear goals. See how to start.
Read the articleWhat is a Sales CRM and why should you care?
Sales CRM for contractors explained: how a CRM shows your pipeline, stops leads slipping through the cracks and helps you know instead of guess.
Read the articleYou Can't Scale Your Construction Company Without A Defined Sales Process (I give you one here)
A construction sales process lets you scale. See how Best Roofing prequalifies leads, estimates consistently, presents every bid and follows up.
Read the articlePodcast Episodes
How To Break Generational Curses And Overcome Inherited Limiting Beliefs For Massive Success in Life
Overcome limiting beliefs you inherited: Inky Johnson and Ryan Groth on breaking generational curses and raising driven kids after you succeed.
Watch the episodeSeattle Seahawk’s Mindset Coach Reveals The Power of Identity Transformation for You and Your Contracting Business
Identity transformation for contractors: mindset coach Jamie Winship explains how dropping a false identity helps you take risks and grow your business.
Watch the episodeThree Steps to Unlocking Scale: How Daniel Young Catapulted His Contracting Business From 3 to 20 million In Annual Revenue
How to scale a roofing company: Daniel Young of Kingdom Roofing Systems shares the three steps that took his business from 3 to 20 million a year.
Watch the episode4 Simple Steps For A Thriving Family Life While Rapidly Scaling Your Contracting Business
Contractor family life balance while you scale: share your goals, calendar family time, delegate, and ask what happens if you don't get it handled.
Watch the episodeFrom 0 to 30 Million in 5 Years: The Counter-Intuitive, Old School Strategy Used By AVCO To Rapidly Scale Their Roofing Business
How to scale a roofing business, the AVCO way: Heath Hicks on customer experience, employee culture and hiring through customers to reach 30 million.
Watch the episodeHow To Quickly Set Up A Service Department And Create Recession-Proof, High-Margin, Recurring Revenue
A roofing service department builds predictable, high-margin recurring revenue. Bryan Mitchell shows how to start one with the trucks and staff you have.
Watch the episodeHow An Aspiring African Missionary Went From “Sales Disaster” to Setting Up a 60 Million Per Year Contracting Business
How to scale a roofing company without losing your family or your best people: Will Miller shares how Priority Roofing grew past 60 million a year.
Watch the episodeHow Kpost Roofing Makes 67 Million Per Year Working On The Biggest Sports Stadiums In Texas
Commercial roofing branding strategy lessons from KPost Roofing: a strong name, co-branding with the Dallas Cowboys, and integrity that built $67M a year.
Watch the episodeHow To Scale Rapidly and Achieve A “Hockey Stick” Growth Curve In Your Contracting Business
Scaling a contracting business fast: Monarch Roofing's Martin Pettigrew on stepping out of daily work, documenting processes and learning from peers.
Watch the episodeThe Four Factors That Separate 8 and 9 Figure Contractors From the Rest
How contractors reach 8 figures: Benji Carlson shares four factors, a clear vision, tough conversations, decisiveness and the drive to be the best.
Watch the episodeDesign Group
Building great sales teams: Ryan Groth joins the Tats Talks podcast to discuss entrepreneurship, predictable sales systems and high-producing reps.
Watch the episodeClient Case Studies
Roofing Giant KPost Continues to Grow With STG
Roofing sales training case study: how KPost extended its STG partnership from residential to commercial with training, systems and leadership.
Read the case studyHow One Salesperson from The Beyond Group Increased their Revenue by $1.6 Million in One Year Following STG’s Proven Process
Contractor sales process results: how Beyond Group lifted closing rates from 33-37% to over 50% after putting its whole team on STG's system.
Read the case studyHow Woodiwiss Painting Tripled their Revenue with STG’s Sales Process
Painting contractor sales process case study: how Woodiwiss Painting closed Q1 at $944,000 against an $864,000 goal and onboarded new reps faster.
Read the case studyStephen McPhatter: ALL-Brite Painting
Painting contractor sales training case study: how Stephen McPhatter moved ALL-Brite Painting out of his home and landed his first big contract with STG.
Read the case studyCase Study: Benjamin Fisher (Big Fish Contracting Co.)
Roofing sales team onboarding that scales: how Big Fish Contracting replaced shadowing the owner with a sales process and grew its close ratio.
Read the case studyCase Study: Roofco
Roofing sales training case study: how Roofco in Ontario used STG's Sales Accelerator processes to improve closing rates and build consistent sales.
Read the case study