10 Questions for a Proactive Sales Team
Strengthen follow-up, uncover opportunities, and turn wholesale and retail reps from order takers into proactive, trusted partners.
Hunter or Helper?
A 10-question assessment to reveal whether each salesperson is best suited for retail, wholesale, or both, then put their strengths where they’ll win.
The Secret to Sales Team Turnover is ‘Turn-Key’
I’m pretty lucky—I get close with my fabricator clients across the country. Real close. I see what they’re good at… and what they suck at. Some shops are solid in some areas—and surprisingly bad in others. And it’s different for everyone. No one’s got it all figured out. But patterns emerge. Lately, one’s been impossible […]
Learn From Blockbuster: Curate Your Counters, Don’t Confuse
I’m dating myself here, but I have a fond memory from the 90s. “It’s Friday night! Let’s go to Blockbuster and get a pizza!” But everyone knew: you never get the pizza first. Why? Because the Blockbuster visit took forever. Aisles and aisles of options. The trick we all figured out? Head straight to the […]
The Micromanagement Mistake That’s Killing Your Sales
Recently I’ve talked to several Fabricators who read my article “Your Best Customers Are On Someone Else’s Prospecting List,” and many are trying to solve the issue the WRONG way. Here are some of the questions I’m getting asked: Can your CRM remind my salesperson to visit a customer quarterly and then send me a […]
Still Think a 65- Close Rate Is Impossible- Let’s Get Sciency
In our last Onyx Edge, we talked about achieving a 65% close rate—and let’s be honest, most of you don’t believe me. So let’s recap: ✅An Average Sales Rep’s Close Rate = 35% in 7 days. ✅Following up with helpful, educational touchpoints = 65% close rate over 28 days. ✅Why does this work so well? […]
How Slower Sales 2X’d Kitchen Sales
I love studying what I call Bright Spots—sales reps who significantly excel. These high performers aren’t doing anything wildly different— just a few different key behaviors and they don’t even realize it. Two Reps + 2,000 Miles Apart + 2X the Sales The average Stone Fabricator closes 35% of (direct-to-homeowner) quotes. That means for every […]
Full Voicemails, Ignored Emails… Time for Plan B with Prospects
You know what I’m terrible at? Finding the ketchup. Seconds, minutes… probably hours of my life wasted searching for that elusive bottle. Why? Because the fridge is a black hole. That lone pickle in a jar? Gotta keep it. Twelve different condiments? You never know when you’ll need ‘em. Feeling ambitious, bought 20 ingredients for a recipe […]
Am I Here for Marble or to Get Murdered? Why Your Digital Leads Are Ghosting You.
Do Me a Favor: Look Out Your Office Window. What do you see? Probably one of two things: a rural expanse of nothingness or a gritty, old warehouse district.
“Am I coming here for marble… or to get murdered!?”
The Hidden Talent Pool for Stone Sales You Probably Haven’t Considered
Struggling to find skilled salespeople for your stone fabrication business? Discover why real estate agents—seasoned pros with design expertise, builder connections, and a knack for selling high-value home upgrades—might be your untapped talent pool. Learn how to attract and hire them to boost your sales team’s performance.