Tom CatesAug 1, 20193 minRun Your Sales Training Like An NFL Training CampWith fall right around the corner, it’s a football fan’s favorite time of year: watching games and eating buffalo wings! We can’t help...
Tom CatesJun 17, 20194 minThe Science of LoyaltyThe Science of Loyalty™ As a young consultant I spent much of my time conducting qualitative and quantitative customer research for my...
Tom CatesJun 3, 20194 minThe Value Scale – Great, Poor or Fair Value: Which do you offer?The Value Scale™ We like to describe the concept of value using the analogy of the old-time apothecary scale …in this context, we call it...
Tom CatesMay 20, 20194 minThe 6 Dimensions of a Trusted Advisor (and How to Demonstrate Them)When I go to McDonald’s and order a Big Mac, I don’t get a business card from the cashier. And that’s fine. Why? Because I don’t go to...