Webinar - AI and the Future of Sales Leadership
Thursday, September 10, 2026 (12:00 PM - 12:40 PM) (CDT)
Description
How LBM Leaders Can Improve Sales Performance Without Losing the Relationship
AI is beginning to change how sales teams prepare, communicate, follow up, and make decisions. For LBM owners and executives, the opportunity is larger than helping individual salespeople save time. AI can improve the consistency of the sales process, strengthen customer knowledge, help managers coach more effectively, and give leadership better visibility into what is happening across the pipeline.
In this practical session, John Marshall, joined by Mike McDole, will explain where AI can create meaningful value in an LBM sales organization, where companies often get it wrong, and how leaders can begin applying AI without disrupting the relationships and industry experience that still drive sales.
Attendees will learn:
- Where AI can improve the sales process from prospecting through follow-up.
- How to increase consistency without making sales conversations feel scripted.
- How AI can help sales managers coach, prepare, and hold teams accountable.
- What sales activities should be supported by AI and what should remain human.
- How to identify the best first use cases for their company and sales team.
Presenter Bio
John Marshall is Co-Founder of AI Growth Partners and President of Impact Consulting. A retired president of a Wilson Lumber and building materials dealer, he now advises privately held companies on practical, non-automated uses of generative AI for executive decision-making. His work pairs AI with proven operating systems like EOS to give leaders a repeatable method, not one-off tricks. John is a frequent speaker and trainer across the building materials industry.
Mike McDole has over 40 years of experience in the LBM industry, including two decades at the largest independent dealer in the Northeast. Mike specializes in sales management, sales training, profitable growth strategies, operational efficiency, and bottom-line improvement. In addition to his LBM dealer clients, he also writes columns for industry publications, speaks at conferences, and has been a guest on numerous LBM webinars. He’s also a partner with Greg Brooks and his Executive Counsel on Construction Supply.
Images
BLD Members - No Charge
Non-Members - $49.00