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Tom Cates
Aug 1, 20193 min read
Run Your Sales Training Like An NFL Training Camp
With 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...
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Tom Cates
Jun 17, 20194 min read
The Science of Loyalty
The Science of Loyalty™ As a young consultant I spent much of my time conducting qualitative and quantitative customer research for my...
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Tom Cates
Jun 3, 20194 min read
The 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...
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Tom Cates
May 20, 20194 min read
The 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...
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Tom Cates
May 14, 20192 min read
Sales Equity: What It Is, Why You Need It
“Your most unhappy customers are your greatest source of learning.” – Bill Gates In the B2B world, building great customer relationships...
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