Hunters vs. Helpers: The Sales Shift Stone Fabs Shouldn’t Ignore
When I think of my Grandma, I think of oatmeal cookies—without the raisins. Please, Grandma… stop with the raisins. But what I remember most is sitting at that old farmhouse table, listening to her stories. Same ones, most of the time. They were slow. Long. Sometimes painful. But it was my Grandma—and she deserved to […]
A Sales Rep With No Commission Has No Consequences
I was walking a team member through our Fabricator CRM when she paused—staring at the screen like something didn’t compute. “Is this right? There’s a $30,000 quote sitting here from February and… no one’s followed up?” Yep. You read that right. Turns out, Terry (let’s call him that) had a conversation with Sue (we’ll call […]
The 3F’s for Sales Follow Up Mastery for Stone Fabricators
In the stone fabrication industry, too many sales reps fall into the trap of being “order-takers”—reacting to incoming inquiries but not actively engaging leads or building relationships. In this video, Tim Saddoris, Founder of Grand Onyx, sits down with Adam Langenbacher from 5280 Stone to discuss a powerful mindset shift for Stone Fab Sales Reps: […]
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 […]
From Skeptic to Advocate: How Texting Transformed Greg’s Countertop Sales
Meet Greg from The Countertop Shop. He was completely against texting customers—until he tried it. Now, 90% of his customers prefer texts, and he’s closing more deals with less effort. In this interview, we dive into: ✅ Why Greg resisted texting at first ✅ How texting changed his sales game ✅ The #1 misconception about […]
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 […]
The Silent Growth Killer Fabricators Don’t Talk About
I had an alarming conversation with a Fabricator last week that highlights a silent issue in our industry. Me: “Hey Doug! What’s your plan for this year?” Doug: “We’re aiming for 10% growth!” Me: “That’s great! How was 2024?” Doug: “We shrank 5%…” Me: “Ouch. What was your plan in 2024?” Doug: “We didn’t have […]
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!?”