Mission Possible: How to Capture Customers Before They Leave Your Website By Desiree Grace We all know the sneaky reconnaissance behaviors. These guerrilla shoppers visit your website, grab screenshots of your best information, and quietly skulk off to the next site. Much like saboteurs, you can see the evidence they were there, but you can’t catch them. Worse yet, they don’t buy. These uncaptured customers represent lost revenue. They often take your best marketing and product research straight to your competitors. In sales and marketing circles, this bad behavior is known as Webrooming . So how do you keep these shoppers from slipping away? How do you get them to stay put and buy from you ? There are A LOT of things that matter to the Webrooming customers. The strongest ways to convert webroomers are simple and research‑grounded Best Practices: reduce friction, increase confidence, and personalize the journey so they never feel the need to leave. Before we get into best...

Advice for New Grads By Desiree Grace, River Heights Consulting Picture this: your friend and mine, Frank Hurtte, is invited to give a commencement speech. Before stepping up to the podium, he’d get a trim to sharpen that Colonel Sanders meets Midwest straight talk look. Then he’d sit down to prepare his remarks. As you might imagine, this discussion took place over a diet soda (generic, of course) for him and a black coffee for me. In my mind, new graduates need to understand a few fundamentals. To start, they must learn the strategy, goals, and culture of their new organization. Their actions and priorities should align with those elements. Even the language matters. For example, some companies use “sales” to mean top‑line revenue. Others use “turnover.” Learning the vocabulary is part of learning the job. Beyond that, new grads need to show up on time, follow directions, and be prepared. The homework doesn’t stop when you walk past the podium. In today’s world, no organization hire...

Into the Unknown:  A Practical Guide to New Territories By Frank Hurtte Launching a new territory is one of the toughest assignments a distributor salesperson can take on. You walk into a geography where nobody knows your name, nobody is waiting for your call, and nobody has a reason to trust you yet. It is a blank slate in every sense of the word.  A lot of good people underestimate how much structure it takes to build momentum from scratch. The ones who struggle usually fall into two traps: They skip the process They give up too early  Both are avoidable, and both will cost you months of progress. Why Process Matters More Than Ever When you head into new territory, you don’t rely on luck to get you where you’re going. You rely on a map. A sales process works the same way.  The old “drive around and see who you can bump into” routine is dead. Customers are busier. Gatekeepers are gone. Random drop‑ins are rarely welcomed. Even seasoned sellers struggle to re...