Joshua Gillow
342 episodes listed below
Joshua Gillow and hardscape guests dissect the sales calls that win outdoor living projects.
Sales Made Simple for Outdoor Living Pros, Landscapers and Hardscapers is an interview-format podcast hosted by Joshua Gillow that teaches sales technique to landscaping, hardscaping, and outdoor living contractors. Episodes cover topics like talk-to-listen ratios, strategic silence after asking a question, discovery-call structure, and uncovering the emotional "outcome" behind a client's stated request, all framed around raising a contractor's closing rate. Recurring guest John Valenta of General Pavingstones appears across multiple episodes sharing specific client scenarios, while other episodes bring in guests such as marketing-focused contractor Sarah Griffith and financial analyst Greg Crabtree to address lead generation, pricing, and business economics. Gillow frequently references his own "Core 10 Sales Playbook" as the throughline framework for the show.
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Sales Made Simple for Outdoor Living Pros, Landscapers and Hardscapers is a guest-interview podcast hosted by Joshua Gillow, who runs a sales training program for the outdoor living and hardscape trade. Episodes typically run 30 to 38 minutes and consist of a direct conversation between Gillow and a single guest, usually a contractor, marketer, or financial specialist working in landscaping or hardscape. A recurring guest is John Valenta of General Pavingstones in New Jersey, who returns across several episodes to work through specific sales situations, including getting both household decision-makers on a call before quoting large projects. Other episodes feature guests like Sarah Griffith of Scaped Outdoors, who describes an unconventional local marketing campaign built around renting heated backyard igloo domes during the slow season, and financial expert Greg Crabtree, who discusses pricing, margins, and market forecasts drawn from a multi-company revenue model. Recurring themes across episodes include raising closing rates, filtering out unqualified "tire kicker" leads before quoting, distinguishing requested features from the emotional outcome a client actually wants, and using structured rules for discovery calls, such as requiring both spouses' presence on higher-value projects. Gillow regularly ties guest stories back to his own named framework, the "Core 10 Sales Playbook." The tone is practical and anecdote-driven, built around specific (often anonymized) client examples rather than abstract sales theory. The show is aimed at owners, salespeople, and estimators at landscaping, hardscaping, and outdoor living contracting businesses who run in-home or in-yard consultative sales calls. Business-economics and marketing episodes appear alongside pure sales-technique episodes, broadening the show's scope beyond scripted closing tactics into wider small-business strategy for the trade.
Made for: Owners, salespeople, and estimators at landscaping, hardscaping, and outdoor living contracting companies who want to raise their closing rates on in-home sales calls.
What sets it apart: Unlike general sales-training podcasts, it stays narrowly focused on outdoor living and hardscape contracting, built around Gillow's named 'Core 10 Sales Playbook' and recurring guests who run actual hardscape businesses.
This podcast is dedicated to helping overwhelmed outdoor living professionals, landscapers and Hardscapers just like you increase your closing rate to over 75% without doubling your workload so you can build a seven-figure business that doesn't need you.
A backyard proposal becomes a listening test, and your sales script finally learns to stop talking.
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Short reviews from the PlayNext desk, based on the episodes we processed.
A grounded economics check-in for landscapers and hardscapers focused on pricing, market value, and KPIs.
Joshua Gillow brings Greg Crabtree back roughly every quarter for a practical look at the industry, with the discussion circling pricing, market value, and how business owners should think ahead.
Bigger outdoor purchases go better when both decision makers are part of the conversation.
The episode makes a plain, useful point: for bigger outdoor living decisions, both people who will live with the choice need to be in the room. Joshua Gillow and John Valenza frame that as the difference between getting a quote and actually earning the sale.
Better questions and the customer’s own wording can make proposals clearer and sales stronger.
Joshua Gillow and John Valencia center the discussion on a basic sales habit: ask better questions, listen for the customer’s own words, and fold that language into the design and proposal so the result feels clear instead of abstract.
A practical guide to helping clients move forward without turning the conversation into a performance.
This episode treats sales as a way to help clients get from stuck to where they want to be, and it makes a strong case that contractors push back on selling because it can feel like performing instead of guiding.
A practical marketing tactic becomes a lesson in getting attention that people remember.
Sarah Griffith frames a practical marketing idea in memorable terms: use one creative move to draw attention to the business, and let the rest build from there.
Real talk for veterinary practice leaders.
Sales systems for serious electrical contractors.
Financial expert Greg Crabtree, whose 100-company model tracks $1.3 billion in revenue across industries, tells host Joshua Gillow that 2026 is the year for best-in-class outdoor living contractors to separate from the pack as 20-30% of competitors exit the market.
Joshua Gillow opens by questioning the habit of making a big purchase with only one person in the room.
Joshua Gillow talks with John Valencia of General Paving Stones in New Jersey about helping outdoor living pros win more projects.
Joshua Gillow opens by defining closing as helping a client bridge the gap between stuck and desired.
Joshua Gillow talks with Sarah Griffith of Scaped Outdoors about a creative move that got attention for their company.
This episode features Nick Conley discussing how to build a website that ranks in Google's Map Pack, focusing on SEO strategies for outdoor living professionals.
This episode features Nick Conley from Tekton Growth explaining how landscapers and hardscapers can optimize their Google Business Profile to generate more leads and grow their business.
This episode explains why overly detailed sales presentations can fail by focusing too much on logic instead of emotional triggers, and offers advice on how to talk less and close more deals.
Joshua Gillow discusses how to avoid wasting time on unqualified leads and focus on real buyers to increase closing rates.
Joshua Gillow discusses a common mistake that costs landscapers and hardscapers thousands of dollars: mismanaged client expectations leading to post-project complaints.
The host discusses why good contractors lose deals to mediocre ones and emphasizes setting clear expectations to increase closing rates.
Host Joshua Gillow interviews Tanner Broughton about his background in landscaping and an upcoming industry event called Hardscape Paradise.
Joshua Gillow interviews John Valente about planning an exit strategy and retirement for landscaping business owners.
Joshua Gillow interviews John Valentez about handling unexpected challenges in sales and maintaining honest communication with customers.
Joshua Gillow interviews John Valenta about sales training and personal growth for outdoor living professionals, focusing on shifting from making a sale to helping the customer.
Host Joshua Gillow interviews John about building systems and involving teams in problem-solving for landscaping businesses.
Joshua Gillow interviews Greg Crabtree about preparing for the next 3-6 months in the landscaping industry, discussing economic conditions and strategies for a 'street fight economy'.
Joshua Gillow interviews Greg Crabtree about the state of the home service industry economy and key financial metrics for contractors.
Joshua Gillow teaches core sales principles to help landscapers and hardscapers increase closing rates by eliminating client confusion.
Joshua Gillow teaches outdoor living pros to sell outcomes instead of features to increase closing rates.
Joshua Gillow teaches outdoor living pros how to stop losing sales by qualifying prospects early instead of pitching to everyone.
The host discusses the challenge of recording a podcast episode and relates it to overcoming anxiety in public speaking, tying it to sales leadership.
This episode features Chris Cooper discussing how to build a successful outdoor living business while maintaining personal freedom and authenticity, focusing on the power of one's personal story in entrepreneurship.
Joshua Gillow interviews Chris about a framework called 'Vine and Compass' to help green industry professionals improve sales and avoid burnout.
A discussion about burnout in the landscaping industry and strategies for contractors to achieve a more balanced life while growing their business.
Joshua Gillow interviews Chris Cooper about his new mission to help contractors in the green industry, discussing their shared faith and business challenges.
Joshua Gillow encourages landscapers to use winter downtime for business planning and growth, sharing lessons from 30 years in the industry.
Host Joshua Gillow interviews entrepreneur Gar Russell about his journey and mindset, aiming to help outdoor living professionals improve sales and build a successful business.
This episode features an interview with entrepreneur Mike Johnson discussing how embracing pain and struggle is essential for finding purpose and achieving success in business.
Joshua Gillow reflects on a life-changing decision 15 years ago that shifted his perspective from survival to thriving, setting the stage for sales advice tailored to outdoor living professionals.