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!?”
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.
Don’t Set Sales Goals for 2025, Do This Instead
Kick off 2025 with a fresh approach: skip the traditional sales goals and focus on inspiring your team with a bold vision. Learn how gamifying progress and celebrating milestones can transform your stone fabrication sales team into record-breakers. It’s not about the numbers—it’s about engaging, motivating, and winning together.
Turning Chaos into Harmony: The Rolling Stones’ Lessons for Stone Fabricators
OK, my stone fabricator friends, let’s start with a story about the Rolling Stones. It was the summer of 1971 in the basement of Keith Richards’ villa in France. The Stones were recording their double album, “Exile on Main Street,” and Mick Jagger was managing the sessions. The studio itself — if you could call […]
The 3 F’s Every Stone Fab Sales Rep Needs to Know
There’s one MASSIVE trend we’ve noticed with ALL Stone Fab Salespeople: when an internet lead comes in, sales reps follow up just once—then never again. And what happens to those leads? They end up buying from someone else. We’ve run the numbers, and across every fabricator we’ve worked with, only 8% of leads get a second […]