Behind the Walls

Behind the Walls tells the story of the people who built an industry from scratch to become a multi-billion-dollar business. The book is about the EIFS industry in the United States, a building product that is so unique it revolutionized construction. It’s not just about the events that shaped it, but the people who contributed to its success. 

Along the way there were many challenges, some that put the industry on the verge of collapse while others attempted to restrict its ability to grow. Many battles had to be fought as the business struggled for acceptance from building owners, architects, building codes officials, and politicians. Hurricanes, fires, and the Great Recession also presented formattable hurdles to overcome. 

This book tracks the industry’s development from its beginning to a period of astonishing growth and then follows as it evolved into a mature industry. It reviews many of the key points along the way, such as the rise and fall of the residential business and the industry’s ability to rebrand itself after its most catastrophic event. 

Some deals were made and some fell through as companies were bought and sold along the way. But the focus is on the people who built an industry from 1969 to 2019 - their careers, their ups and downs, and the tragedies some of them had to face. It’s an American story, one of survival and success. 

The Game of Sales delves deeply into the business-to-business environment of sales reps and sales managers and the impact that corporate structures can have on the work of sales teams. 

It's not a theoretical or academic view of sales. The techniques, examples, and advice in this book are based on the real-world experiences of people who have worked day in and day out as sales professionals. 

The Game of Sales also uses sports to illustrate a number of key points about sales and business. Why sports? Both sales and sports are about competing. Thus, there are numerous direct and indirect comparisons. For example, in sports, the most gifted, best trained, and hardest working athletes generally win. And in most cases, the same holds true for sales professionals. 

But sales is only one part of the overall company team. As in sports, everyone on the team needs to work together to win. This book helps you understand the team dynamics, the role sales plays in the organization, and how you as a sales rep or manager are instrumental in helping the team win the games of sales.

Professional athletes work on their trade every year during the preseason so why not sales teams? Well, some do but most don’t. This book will take the sales group back to spring training where they can work on improving their skills. The Game of Sales offers many fundamental tips on how to manage a sales team as well as how to become a successful sales rep. Whether you are a sales rookie, a sale veteran, a seasoned sales manager, or a CEO you will find value in this book as it takes a practical approach to sales, business, and life. 

 Nixon was president. The Vietnam War was raging and the civil rights movement was in full swing. Everything in America seemed to be changing and the kids were right in the middle of it. 

Of course, teenagers still did what they’ve always done. They attended high school, went out on dates, worked summer jobs, and drank beer. Many also played sports. In Chattanooga, Tennessee, it had been 30 years since City High had defeated Central High in football. 

First and Thirty follows the lives of the City football players and their friends as they undergo the trials and tribulations of being in high school during these tumultuous years, while attempting to beat their arch-rivals on the gridiron. 

On a cold night in November 1970, the maroon-clad seniors of City’s Dynamo football team took the field one last time, carrying the indelible lessons that Head Coach Bobby Davis had instilled in them. Would this be the game that would break the spell Central had held over them?