By Jesse Sanchez. 

Roofing contractors adopt digital tools while Ingage urges leaders to ask how integrations solve problems. 

Modern roofing companies are piling up platforms, apps and logins, often creating more complexity than clarity. Ingage is helping change that by serving as an industry leading sales enablement presentation platform that brings those tools together for home improvement and home services markets. In this episode of Roofing Road Trips®, Alan Davis, Director of Product at Ingage, noted that technology only creates value when it is aligned with real workflows and clearly defined problems. 

Alan started by stripping the jargon away and offering a straightforward definition of integration. He explained, “Software integration is a process for connecting different software systems, applications or components to work seamlessly together.” It is about allowing “workflows to be shared across platforms, leading to improved efficiency, automation and user experiences.” 

To help roofing contractors see beyond the complex technological terms, Alan drew a direct line to something they already know. “An integrated roofing system is similar to a software integration,” he stated. Shingles, underlayment and ventilation are chosen and installed to “improve the performance, durability and the overall solution for that customer.” In the same way, customer relationship management software (CRMs), project management and accounting tools are combined to “improve efficiency, accuracy and put a better solution in place for the team.” 

That is where Alan sees many contractors get tripped up. Too often, the conversation starts and ends with one surface-level question. Alan elaborated, “People will say, ‘do you integrate with XYZ product?’ And what's the answer going to be? It's an easy answer for a salesperson, someone in the field. I want ‘yes’ across the board.” The problem is that a simple yes does not reveal anything about how the systems will actually work together. 

Contractors do not have to figure it out alone. Alan encouraged companies of all sizes to lean directly on their software partners. Vendors, he said, should be ready to explain how their tools fit into existing workflows, not just claim they connect. “We want systems to work together, and we want to be able to share information between each other.” 

Read the transcript or Listen to the podcast to learn more about how Ingage helps contractors ask smarter questions about integration! 

By Jesse Sanchez. 

Smart systems and carefully chosen AI tools are helping Ingage navigate a cautious economy while keeping the focus on people and customers. 

Ingage looks almost the same on paper as it did two years ago, only now, their headcount is a bit higher. The real change, CEO Dean Curtis says, is what the team is now able to accomplish. “Our product team has been innovating at an incredibly rapid pace,” Dean said in this episode of The Ingaged Podcast. “What I love most about the innovations that we’re coming out with is that they are all customer driven,” he shared. 

New Ingage platform tools such as Price Kit and Profile Builder reflect a shift away from building “cool stuff” for its own sake toward features rooted in real customer needs. At the same time, Ingage has overhauled its onboarding process with one goal in mind: getting customers productive on the platform as fast as possible. 

Listening to team members to build a stronger culture 

Dean is just as focused on the people behind the product. At the end of 2024, he ran “stay interviews” with everyone at the company in an attempt to assess the team’s needs and how the company can better support them. For each employee he asked two simple questions in a 30-minute conversation: what they liked most about working at Ingage and if there was one thing they could change, what would it be? 

He then put all of the transcripts from those conversations into an AI tool for analysis. “What came out of it was a clear action plan,” he said. One strong theme among many responses was the value employees place on Ingage’s fully distributed workforce model, especially at a time when many large organizations are pushing back to the office. 

A distributed model built on trust and connection 

“We still believe in a distributed workforce,” Dean said, noting that Ingage’s model is built on flexibility, trust and equal access to opportunities no matter where someone lives. He is intentional about avoiding a divide between employees near the Pennsylvania office and those spread across the country. He shared, “I never want to have this feeling of HQ and other,” adding that the goal is for every team member to feel supported, connected and empowered to do their best work from any location. 

Systems that keep everyone aligned 

That commitment to a unified distributed culture carries into how Dean structures the work itself. Systems are a recurring thread in how he leads. Ingage has rolled out Fellow to standardize meeting agendas, record calls and generate AI powered recaps that push directly into the customer relationship management software. Dean also relies on Notion as what he calls a second brain so he can capture notes, task lists and book summaries and keep his own commitments straight. 

Using AI to make people better, not replace them 

AI sits alongside that systems mindset, not above it. Dean is clear that the technology is overhyped, especially when framed as a job stealer, yet he also sees a clear upside when it is used to make people more effective. He pointed to voice and speech analytics as examples that let sales leaders coach more reps with better data instead of replacing them. 

On a daily basis, he uses AI to beat the blank page. “I use it every day to write emails,” he said, explaining that a quick prompt for a first draft saves valuable time that he can then spend editing in his own voice. 

What he rejects is AI communication without a human in the loop. He and host Pam Torrey both described the steady stream of robotic outreach that lands in their inboxes. “You use it as a draft and then you have to put your voice to it,” Dean said, warning that blasting thousands of generic messages might be efficient but still fails if no one responds. 

Building people so they can build the business 

The bigger shift for Dean is about how he sees his role as Ingage matures. “My biggest shift and I think the biggest shift for any leader to take, is building the people and letting the people build the business,” he said. The less he is pulled into day-to-day operations, the farther he believes the company can go.  

Watch the full interview to learn more about how Ingage and CEO Dean Curtis are shaping the future of leadership, AI and distributed work!

By Ingage. 

One-on-one presentations can mean the difference between a deal well made or an opportunity missed. Here's why persuasion is key. 

In a world flooded with digital noise and mass messaging, the most powerful sales move remains the simplest: a focused, face-to-face conversation. That’s where Ingage thrives. With all eyes on the rep and no safety net but the rep’s skill in the art of persuasion, the one-on-one sales presentation becomes a high-stakes performance, equal parts strategy, psychology and finesse. When done well, it doesn’t just inform; it convinces, converts and closes. Ingage is equipping sales teams with the tools and training needed to not only survive in this setting, but to succeed. 

Aristotle’s rhetorical triad 

Before we get into the intricacies of persuasive techniques, let’s take a step back with an overview of Aristotle’s rhetorical triad. The Greek philosopher outlined three fundamental elements crucial to craft a persuasive argument: ethos, pathos and logos. 

• Ethos establishes your credibility and authority as a salesperson. It encompasses your expertise, trustworthiness and professionalism, all of which play a pivotal role in earning the trust of your audience. 
• Pathos appeals to your audience’s emotions. The purpose is to evoke empathy and forge a connection with your sales prospect. 
• Logos represents the logical aspect of your argument. It relies on factual evidence to convince your audience that buying your product is the only rational decision. 

While not a comprehensive summary of the art of persuasion, this concept creates the foundation for many of the persuasive sales principles we’ll cover here. 

Before everything else, Be prepared 

Even the most advanced persuasion tactics won’t help you make successful one-on-one sales presentations if you aren’t prepared. Product knowledge alone may not seal the deal, but it’s the foundation upon which successful sales are built. 

Being an expert on your product means understanding its features, benefits and drawbacks. What’s more, every member of your sales team should have firsthand experience with your products. This familiarity not only builds trust with prospects but also equips you to address potential objections with confidence. 

Of course, preparation isn’t just about knowing your product or service inside out; it’s also about understanding the prospect and their unique needs. When you have a prospect’s undivided attention, you shouldn’t waste their time (or yours) with a general rundown of your company. Instead, tailor sales presentations to increase your chances of closing a deal. Here are a few tips to help you prepare for your pitch. 

Conduct pre-sales research 

Customizing your sales pitch to the individual requires pre-sales research. Gather relevant information about your customer so you can frame your presentation in a way that resonates with their specific needs and challenges. 

Identify potential pain points in advance to proactively address them during the presentation, which will increase your chances of success. This personalized approach enhances your credibility, builds rapport and sets the stage for a fruitful interaction. 

Use a personal connection 

While product knowledge is crucial, forging a personal connection with the client often outweighs technical expertise. Focus on building rapport and establishing trust to create a meaningful interaction. Where you can, find common ground with each prospect. Regardless of whether it’s relevant to the sale, this common ground creates a subconscious sense that you’re on the same team. 

Identify your objective 

Beyond knowing the who of your sales call, know the why. Clarify the purpose of your call, whether it’s to convince clients to buy a product, sign up for a subscription, hire your team of contractors or learn more about your company. 

The objective may shift slightly depending on what you know about the prospect and any previous interactions you’ve shared. Highlight features that align with the client’s needs. Adjust your language to resonate with them and adapt your pacing to match their energy level. 

Bring the materials to back you up 

Strengthen your sales presentations with content and materials that elevate your point, not detract from it. This may seem obvious, yet we often see excellent sales teams fail because their digital presentation skills aren’t up to par. 

With Ingage, you don’t have to be a expert designer to create awe-inspiring presentations. Our samples make it easy to plug in your own graphics and branding so your presentation wows your prospective customers as much as you do. 

Practice your sales presentations 

Know your stuff without sounding like a robot. Practice giving your presentation so you’re confident that you can fluidly cover all the materials and stay conversational. 

With confidence in the materials, you should have space to bring the prospect’s needs and interests into the dialogue and address potential questions and concerns as they arise. Focus not only on the words but also on your tone, body language and eye contact to engage the customer effectively. 

By combining thorough preparation with effective practice techniques, you can master the art of one-on-one sales presentations and confidently guide your prospects toward a successful outcome. 

Make a good first impression with your sales presentations 

From the moment you step into the room, your sales presentation has already begun. Research suggests that people form initial judgments about others within milliseconds. Making a positive first impression can make or break your pitch. When done well, you set the tone for the entire interaction. 

For one-on-one sales presentations, a good first impression holds immense power to establish your credibility. Within a moment, you shape the prospect’s expectations for the rest of the presentation and the subsequent relationship. Aim to convey professionalism, attentiveness and respect from the outset. In doing so, you’ll establish clear expectations of the quality of service they can expect from you and your company. 

Tips to make a good first impression 

As with anything in sales, making a good first impression is both an art and a science. Here are some best practices to ensure you start on the right foot: 

• Eye contact: Establish eye contact before you start speaking and keep it consistent throughout the conversation. But avoid staring incessantly, as this can come across as intimidating. Try for a natural balance, making eye contact around 60% of the time. 
• Expression and body language: In a face-to-face conversation, the actual words spoken account for only 7% of communication. The rest is a combination of nonverbal (body language, facial expression) and verbal (voice tone, pitch, cadence) cues. Maintain a welcoming expression and pay attention to your posture. A smile and a firm handshake can go a long way to signal confidence and approachability. 
• Dress code: Your appearance matters, so dress to reflect professionalism and respect for the occasion. While the level of formality may vary depending on the industry and situation, aim to present yourself in a neat and polished manner. 
• Authenticity: Effective communication goes beyond words. Potential customers can tell if a salesperson’s heart is in it or if their enthusiasm is disingenuous. Show up with authentic gusto for your product and company to build both trust and rapport with your clients. 

By proactively shaping your first impression, you lay the groundwork for successful sales presentations and meaningful engagement with your prospects. 

Deliver an air of confidence in your sales presentations 

Making a good first impression goes a long way, but your effort can’t stop at “Hello.” Confidence in yourself and your products will help you close the deal. 

Genuine confidence is tricky to master. For example, a study on confidence from the Society for Personality and Social Psychology found that while confidence increases attraction, overconfidence can have an adverse effect. This insight emphasized the importance of showing up authentically and assuredly in your sales presentation. 

Along with practicing your pitch, some seemingly minor presentation techniques can help you come across as more confident without tooting your own horn too loudly. Use these tips to exude confidence while you deliver your sales presentations: 

Develop your ethos 

Establishing credibility is essential. To project confidence through your body language, stand tall, maintain eye contact and use purposeful gestures. Practice power poses beforehand to boost your confidence and reduce stress levels. This ensures you enter the presentation space with authority. 

Master nonverbal communication 

Along with helping make a good first impression, these nonverbal skills can boost your appearance of confidence. Use eye contact strategically to engage with your audience and command their attention. In addition, leverage gestures and posture to enhance your message and make it more persuasive. 

Eliminate filler words 

Minimize the use of filler words such as “um,” “ah” and “like” to maintain a polished and professional delivery. Speak precisely and concisely and deliver your points with conviction. 

Master the art of pausing 

Strategic pauses can add impact and emphasis to your key points. Allow brief moments of silence before you deliver important insights. This gives your audience time to digest the information and builds anticipation for what’s to come. 

Vary your pacing 

On that note, varying the pace of your delivery can keep your audience engaged. Speak steadily for the most part but consider speeding up to deliver extra detail or slowing down to emphasize crucial points. This dynamic approach maintains interest and reinforces your confidence in the message you’re delivering. 

Practice 

When you master these techniques and exude confidence throughout your presentation, you’ll not only capture your audience’s attention. You’ll also inspire trust and conviction in your product or service. All that’s left is to practice. 

Record yourself giving your pitch and listen back to identify areas for improvement. Pay attention to your tone, pacing and delivery style and make necessary adjustments to enhance your performance. 

Captivate with a compelling narrative 

This points to the style of your delivery. It’s human nature to love a story. Pitching your sales presentations with a narrative style holds immense persuasive potential. 

At its core, your narrative should showcase your product’s distinctive value proposition. Craft a story that highlights how your offering addresses a specific problem (the conflict) and presents itself as the ultimate solution (the resolution). 

This is another place pathos can contribute to your pitch. By forging an emotional connection between yourself, your product and the buyer, you can compel them to take action and invest in your offering. 

Effective storytelling tips for your sales presentations 

Here’s how to weave a captivating narrative that resonates with your customers and drives home your unique value proposition: 

1 – Start with the problem: Begin your narrative by highlighting the problem your product aims to solve. This sets the stage for demonstrating how your solution can effectively address the customer’s pain points. 

2 – Tailor the narrative to the client: Your product’s story may vary depending on the audience. Tailor your narrative to resonate with different customer segments. Reframe your product’s unique selling points to align with specific needs and preferences. 

3 – Use visuals: Incorporate visuals into your presentation to enhance the storytelling experience. With tools like Ingage, you can easily create visually stunning slide decks that bring your narrative to life and leave a lasting impression on your prospective customer. 

4 – Use analogies: Analogies can be powerful storytelling devices. They let you illustrate complex concepts in a relatable manner. Draw parallels between your product and familiar experiences to help customers grasp its benefits more intuitively. 

Use persuasive sales techniques for presentations that inspire action 

To master the art of persuasion in one-on-one sales presentations, you must employ a range of techniques designed to captivate, convince and compel your audience to take action. For instance, aim to build rapport, capitalize on curiosity, establish authority and foster reciprocity. Each technique guides your prospect toward conversion. 

Find common ground 

Finding common ground helps you create a sense of camaraderie, which makes the sales interaction more pleasant and fosters trust. Promote harmonious communication by placing the customer at the center of the conversation. Show genuine interest in their needs and concerns and adapt your communication style to establish rapport and build trust from the outset. 

Tip: Take note of any shared interests you discover during your research or initial conversation. Use them as conversation starters to build rapport with the prospect. 

Capitalize on the information gap 

This technique draws on amazement, shock and curiosity to engage prospects. By drawing attention to an information gap, you stimulate interest and engagement. This will prompt the prospect to lean in and pay closer attention to your pitch. 

Tip: Lead with a thought-provoking question or statistic that highlights the problem your product solves. You’ll spark the prospect’s curiosity and draw them into the conversation. 

Provide social proof 

Social proof taps into the innate human desire for validation and community. It instills confidence in the prospect and increases their likelihood of conversion. Leverage testimonials, reviews or case studies to showcase how others have benefited from your product or service. 

Tip: Highlight specific success stories or testimonials that resonate with the prospect’s needs and concerns. Then, provide compelling evidence of your product’s effectiveness. 

Imply scarcity 

Create a sense of urgency by emphasizing limited availability or time-bound offers. Scarcity leverages the fear of missing out (FOMO) to encourage prompt action. It compels the prospect to act quickly to secure the perceived value of your offer. 

Tip: Use a limited-time sale or highlight the rarity of certain materials to inspire customers to act now. 

Authority 

Establish credibility and expertise by showcasing relevant credentials, certifications or industry accolades. Positioning yourself as an authority in your field enhances your perceived trustworthiness and persuasiveness. It also instills confidence in the prospect’s decision to choose your product or service. 

Tip: Highlight your relevant qualifications during your sales presentations to bolster your credibility and reinforce your authority in the eyes of the prospect. 

Reciprocity 

Offer valuable resources or insights upfront to demonstrate goodwill and foster a sense of reciprocity with the prospect. By providing something of value, you build trust, laying the foundation for a mutually beneficial relationship. 

Tip: Give prospects free resources such as eBooks, guides or webinars that address their pain points or offer solutions to their challenges. Doing so positions your brand as a trusted advisor and industry expert. 

Consistency 

Consistency is a persuasive technique that leverages the human tendency to stick to commitments and beliefs once they’ve been made or expressed. In the context of sales, consistency involves getting customers to commit to small, incremental actions or decisions that align with the ultimate goal of making a purchase. 

Once a person commits to a certain course of action or expresses a preference, they’re more likely to follow through with similar actions in the future to stay consistent with their previous behavior or statements. 

Tip: Offer smaller commitments like agreeing to a demo or signing up for a trial. Once committed, prospects are more likely to follow through, increasing the chance of conversion. 

Anchoring 

Anchoring involves establishing a reference point or “anchor” to influence perception and decision-making. In sales, anchoring often involves presenting a high-priced or premium option as the initial reference point to frame subsequent offers or pricing tiers. By anchoring the prospect’s perception around a higher value or price point, subsequent options may seem more attractive or reasonable in comparison. 

Tip: Begin with a premium option to set a reference point. This influences perception and makes subsequent options appear more attractive. Emphasize unique benefits to justify price points and aid decision-making. 

Trial close 

The trial close is a tool to gauge the prospect’s interest and readiness to make a purchase. It involves subtly prompting the prospect to provide feedback or express their level of commitment. By testing the waters with a trial close, salespeople can assess the prospect’s receptiveness and address any objections or concerns before they move forward with the final close. 

Tip: Ask questions or make statements that prompt the prospect to imagine themselves using or benefiting from the product/service. For instance, “Can you see how our solution could streamline your workflow?” or “How would it feel to finally solve [problem] with our product?” Pay attention to the prospect’s responses and use them to tailor the rest of your pitch. 

Reframe objections 

Whether they come up in the trial close or at another point, don’t see objections as failures. Rather reframe them as opportunities to shift the customer’s perspective. By reframing objections, salespeople can turn potential barriers into opportunities to reinforce the value proposition, address misconceptions and build trust with the prospect. 

Tip: This is where your product knowledge comes into play. Always listen closely and validate objections as they come up. Then, armed with both knowledge and empathy, provide a counterargument to each. 

Improve your persuasive power with Ingage sales presentations 

Mastering the art of persuasion in one-on-one sales presentations can take your sales team from effective to unstoppable. All the strategies mentioned here are meant to empower sales professionals to engage prospects, overcome objections and drive conversions. 

It’s important to remember the underlying principles of effective communication, such as Aristotle’s rhetorical triad of ethos, pathos and logos and the significance of building rapport and trust with prospects. By incorporating these principles into their sales presentations, professionals can create compelling narratives. 

Original article source: Ingage

By Jesse Sanchez. 

Centralized sales content and analytics can help contractors strengthen close rates, improve consistency and create confident customer conversations. 

At the International Roofing Expo (IRE), conversations extended well beyond topics of technology used for production and jobsite operations. For many contractors, one of the biggest opportunities lies earlier in the customer journey; in how sales teams present information, build trust and guide homeowners through the buying process. That is where companies like Ingage are focusing their attention, positioning sales content as a tool not only for communication, but for stronger performance. 

Speaking with Karen Edwards on the RoofersCoffeeShop® sound stage, Ingage CEO Dean Curtis said the company is built around helping contractors bring clarity and confidence to sales conversations in the home. “We help contractors create great sales content,” Dean said. “So, you think about that kitchen table conversation. How can you enable your sales team with the best possible confidence building materials for them and for the prospect?” 

That value starts with consistency. In many organizations, sales presentations can vary widely from one representative to the next, making it harder to control messaging or understand what is driving results. Ingage addresses that challenge by giving teams access to the same current materials while also providing sales leadership with visibility into how content is being used. Dean noted that this analytical layer helps move coaching beyond assumption. “The analytics givees you the evidence to say, ‘Hey, I’m doing this,’” he said. In practice, that can help leaders identify which approaches are contributing to stronger close rates and where adjustments may be needed. 

Just as importantly, the platform is built around the reality that sales conversations do not unfold in a straight line. Homeowners often arrive with their own questions, concerns and priorities, which means representatives need to adapt in the moment. “What we know about sales is there is no linear sales conversation,” Dean said. “The customer comes in with preconceived ideas. A great salesperson discovers what’s important and presents on that.” By making content easier to navigate and tailor, the platform supports a more responsive and relevant conversation. 

The discussion also pointed to a broader issue contractors are facing: adopting new technology effectively. Dean noted that implementation alone is not enough if companies have not fully examined the process the technology is meant to improve. As contractors look for ways to make the most of every lead, tools that combine consistency, flexibility and measurable insight are taking on a larger role in the sales process. 

Watch the full interviews to learn more about how centralized sales content and analytics help contractors create more consistent presentations, adapt in real time and improve close rates!

By Jesse Sanchez. 

One contractor’s journey highlights how relationships, resilience and industry engagement shape sustainable growth. 

In an industry that demands adaptability, precision and resilience, long-term success is built on more than technical expertise alone. For contractors like Wendy Marvin, CEO of Matrix Roofing & Home Solutions, sustained growth reflects a forward-looking mindset, one that elevates relationships, consistency and community engagement as essential drivers of performance as expressed in this Stories from The Roof podcast. 

Wendy’s path into roofing was anything but traditional. After leaving a corporate career, she partnered with her then-husband to launch a business rooted in a simple but often overlooked principle: reliability. “If we can answer the phone and show up on time for appointments, we’d be better than half,” Wendy said. That early focus on accountability established a foundation that would later support broader growth. 

Over time, that foundation expanded, particularly after Wendy assumed full ownership of the company. What began as a business centered on personal advancement gradually evolved into something more outward-facing. Wendy explained, “It really became a business where I transitioned much more into the community and being involved in the industry.” 

That transition marked a turning point. Rather than viewing success solely through revenue or scale, Wendy began investing in long-term relationships across both her local community and the roofing industry at large. This included active participation in trade organizations, consistent presence at community events and ongoing collaboration with peers. The approach was not transactional; it was rooted in visibility, trust and genuine engagement. 

The results became especially clear during periods of disruption. As uncertainty grew during COVID-19, those established relationships provided stability. Customers continued to reach out, not only because of the company’s services, but because of the familiarity and credibility built over time. Trust, once established, proved to be a durable asset. Wendy is clear that this strategy is not about short-term gains. Instead, it reflects a long-term commitment to showing up, contributing and remaining accountable to both customers and the broader industry. That consistency, she noted, is what differentiates companies that endure from those that struggle to maintain momentum. 

Resilience has remained central throughout that process. “When you get to the bottom, you have to be able to stand back up,” Wendy said, expressing the persistence required to navigate the realities of business ownership. Her experience offers a clear takeaway for contractors at any stage of the process, that while technical skill may open the door, it is relationships, integrity and sustained community engagement that ultimately determine how long it stays open. 

Listen to the podcast to learn more about how building trust through community engagement, consistency and resilience can drive long-term success in roofing!

By Jesse Sanchez 

How contractors can close the gap between smart planning and real-world applications as they prepare for the year ahead. 

As contractors look into 2026, planning is already underway. Budgets have been reviewed. Technology has been purchased. Processes have been outlined. The harder question now is not what to do next, but how to ensure those plans are used consistently once the busy season begins. That was the focus of this episode of Roofing Road Trips®, where host Heidi J. Ellsworth spoke with Pam Torrey, director of marketing at Ingage. The conversation centered on a single challenge contractors face every year: turning strategy into daily actions and routines. 

Ingage provides a sales enablement presentation platform for home improvement contractors, offering interactive visuals, cloud-based content control and analytics that track how presentations are used in the home. But while technology can support a process, Pam emphasized that tools alone do not drive results. 

The discussion returned repeatedly to the importance of reinforcement. Contractors may invest in branding, sales training or updated presentations, yet still struggle to see measurable improvement if teams do not consistently adopt those tools in the field. “But if you're only getting data on what the homeowner's hearing, you're only getting part of the picture,” Pam said, explaining that understanding what customers see and engage with helps leaders coach more effectively. 

However, the broader issue goes beyond visuals. Rising labor and material costs, along with tighter lead generation conditions, mean contractors cannot afford inefficiency. Rather than chasing more leads, many are focused on improving conversion at every stage of the customer journey. “They’re trying to do more with less,” Pam said. “They’re trying not to hire a bunch of people. They want to get more out of every lead source and convert more of those leads so they can keep their business profitable and growing.” 

That pressure exposes a common gap. Building a process requires one skill set. Getting a team to follow it every day requires another. Without clear ownership, accountability and follow-through, even well-designed systems lose momentum. To address that gap, Ingage is hosting its Winter Summit 2026, a digital event designed around adoption and execution. Sessions will cover technology alignment, brand consistency, call center processes, sales accountability and company culture, all with an emphasis on practical application. Registrants receive a downloadable playbook to help translate ideas into action steps. 

Pam offered straightforward advice for contractors entering the year: assign a champion to own implementation, step back for a 10,000-foot view to identify true gaps and require structured onboarding from any technology partner. 

Ultimately, executing daily routines is not a new platform or a new slogan. It is the daily discipline of using what has already been built. 

Listen to the podcast to learn more about Ingage’s Winter Summit 2026 and how it can help your team turn planning into consistent, measurable action!

By Emma Peterson. 

Industry experts break down the economic, technological and industry shifts to watch this year. 

During the second day of the 2026 International Roofing Expo (IRE), we got the chance to host a live Coffee Conversations with Julissa Chavez of SRS Distribution, Dean Curtis from Ingage and Jack Gottesman of IKO Industries! Now available on demand, this episode dove into the biggest trends and challenges facing the roofing industry in 2026. Keep reading to see some of the topics this expert panel highlighted to keep an eye on!  

Economics 

As we head into 2026, a lot of contractors and business owners are feeling the residual effects of last year’s unstable market. The panels consensus on what to do about this? Focus on your business and your team. Dean opened the conversation, saying, “The best thing you can do right now is invest in your talent. The talent you have on your team is going to determine how well you can do this year.” 

Mergers and acquisitions 

Another topic that’s been top of mind for many people from 2025 is the rise of mergers and acquisitions in the industry. Dean shared some of his insights into how these affect contractors in 2026:  

If you look at the way the market is consolidating in a lot of places, it might become a goal for smaller business to build themselves up to be part of an acquisition or for sale. This is a very viable option in 2026 and to do this you need to focus on professionalization. So things like profit, loss, delivery – all of these metrics are super important if that’s your goal. 

Technology 

And we cannot talk about trends to keep an eye on without talking about technology and AI. Julissa explained:  

AI is changing the game tremendously...In some ways it is making it tougher for sales reps to get a homeowner’s trust. It used to be simple, we were the professionals. But now with AI, homeowners are trying to do a lot more research, which is great, but things like ChatGPT aren’t always right... So it’s really important to focus on preparing your reps to educate homeowners on their roofing options. 

All of this comes down to meeting homeowners where they are and right now where they are is in the digital world. Jack added some of his thoughts to the discussion, sharing, “We redesigned our website last year to try and build a better relationship with the visitors. We looked at the analytics and created an experience around what their expectations and interests are.”  

Conclusion 

At the end of the day, 2025 was a bit of a bumpy ride for many business owners and professionals. But we weathered it by adapting and growing, which is exactly what we will do as we start 2026. Julissa summed it up, saying, “Roofing has always been about being able to adapt and leveraging, the moment. This remains true for 2026...H ere at SRS our focus for the new year is our customers... We want to help our customers grow in different segments, because as they grow, we grow at the same time.”   

Watch the entire Coffee Conversations on demand for more insights into the 2026 industry outlook.

By Dani Sheehan. 

Learn the tools, tactics and real behaviors that separate an average close rate from a great one. 

Most contractors spend hours training their teams on the opening of the sales pitch: building rapport with the homeowner and completing the inspection. But according to Leap National Sales Manager Jon Marigliano and Ingage Director of Marketing Pam Torrey, it’s what happens after the handshake that determines whether a conversation turns into a signature. In a new on-demand webinar, Leap and Ingage join forces to walk contractors through the most overlooked part of the sales process: the second half of the pitch. 

Why the second half of the pitch is the real closer 

By the time the homeowner has seen your inspection, measurements, and product options, their attention span is shrinking. This is the moment when structure matters most. The webinar discusses why too many reps lose the customer right before the finish line and which tools or tactics are necessary to carry the conversation home. 

Learn how to: 

• Craft a smooth, personalized product transition 
• Ensure the homeowner’s focus and avoid information overload 
• Structure a presentation for maximum impact 
• Follow the four essential steps every rep should take before finishing a sale 

Personalization: The new standard for sales 

Homeowners increasingly want contractors who understand their concerns, their home and their budget instead of contractors who read off a cookie-cutter pitch. They’re more likely to move forward when you actively listen and offer options that best align with their specific goals.  

Both Leap and Ingage reinforce the same message: personalization only works if your tech stack supports it. You need resources that help you adapt in real time and keep the pitch moving without getting lost. Tools like Leap’s end-to-end sales platform and Ingage’s interactive presentations work together to create a modern, fluid sales workflow that allows you to confidently close every sale.  

Hear directly from industry experts and get actionable strategies you can use on your next appointment. Watch the on-demand webinar now! 

By Jesse Sanchez. 

A free virtual program offers contractors practical takeaways on project execution, culture and customer journey alignment. 

In this episode of Roofing Road Trips®, Ingage marketing leader Pam Torrey joined host Heidi J. Ellsworth to discuss the Winter Summit 2026 and explain why project adoption remains a defining challenge for contractors entering the new year. The conversation framed execution not as a single initiative but as an ongoing discipline across sales, marketing and operations. 

Ingage is a sales enablement presentation platform built to help sales teams deliver consistent visual content while tracking engagement through backend analytics. Pam connected that capability to the buying experience, noting that clear visuals help homeowners and building owners better understand scope, value and decision points during sales conversations. 

Winter Summit 2026 is structured around turning strategy into daily execution. Pam explained that many companies invest heavily in tools, training and process design but struggle when it comes time to get teams to actually use them. The summit agenda follows the customer journey, starting with technology adoption and branding, then moving through call center alignment, sales process consistency and company culture. 

Those topics reflect real pressure in the field. Pam pointed to rising labor and material costs alongside changing marketing conditions that are forcing contractors to do more with less while improving conversion at every stage. Heidi tied that challenge to evolving consumer behavior, stressing the importance of meeting customers where they are and guiding them through a clear, intentional experience. 

The event is designed for “sales marketing leaders and business owners,” with flexibility built in. “You can just sign up once and you can pop in and out all day,” Pam said, noting that all sessions will be available on demand afterward. 

Education remains central to the summit’s purpose. “No one's gonna be selling you on anything during the winter summit,” Pam said. “We are here to teach something.” Each session is designed to deliver “two to three key points,” supported by a downloadable playbook that helps attendees capture insights and plan next steps. 

Registering provides access to the playbook and on-demand sessions, creating a practical resource contractors can revisit as execution moves from planning into action. 

Listen to the podcast to learn more about Ingage Winter Summit registration!

By Jesse Sanchez. 

Virtual event focuses on helping roofing leaders turn plans into behaviors teams actually use. 

Ingage will host its Winter Summit on Jan. 29, 2026, offering roofing and home improvement leaders practical guidance for turning strategic plans into day-to-day actions their teams can adopt for efficient operations. The virtual event is designed to help companies close the gap between intention and implementation as they prepare for the year ahead. 

Built for sales leaders, marketers and business owners, the summit concentrates on helping organizations move ideas from planning stages into everyday workflows. Sessions focus on how messaging, processes and leadership habits influence whether new tools, systems and initiatives gain traction or quietly stall after launch. 

The agenda emphasizes alignment across departments and roles. Speakers will address common friction points that arise after change is introduced, such as inconsistent messaging, uneven coaching and unclear accountability, and how to best tackle these challenges. Each session is structured to give attendees takeaways they can apply immediately within their sales, marketing and operations processes. 

The day opens with a keynote from Dean Curtis, CEO of Ingage on Leading Through Adoption, exploring how leaders guide teams through change and reinforce new behaviors once systems are in place. Subsequent sessions dive into brand positioning, call center performance and sales process consistency, with an emphasis on building habits teams can implement daily. Cultural leadership sessions will examine how internal norms and leadership behaviors directly impact customer experience and results. 

Speakers will bring a variety of perspectives spanning topics such as coaching, branding and operational leadership. Presenters include Dean Curtis, Janet Mobley, Laura Noonan, Mariann Carlson, Chuck Thokey and Briana Heatherington. Pam Torrey anchors the program, guiding attendees through sessions and closing with a synthesis of key themes. 

The virtual format removes travel barriers while preserving interaction through live Q&A. Registrants also receive on-demand recordings. Each attendee is to receive the Summer Summit Playbook, a workbook filled with templates and exercises designed to support follow-through once teams return to their daily routines. 

For companies navigating growth, change fatigue or stalled initiatives, the Winter Summit frames adoption as a leadership challenge rooted in clarity, communication and consistency. 

Learn more about the Ingage Winter Summit and register to access sessions, playbook resources and recordings!