Career Summary of the Interviewee

Tiago Gomes Santos began his career with a degree in history and initially worked as a teacher. Due to limited opportunities, he transitioned into retail sales, where he developed a strong foundation in customer service and cross-selling techniques. Over time, Tiago became fascinated by neuro-marketing and behavioral science, leading him to specialize in sales optimization.

He spent seven years at Frontline Performance Group (FPG), focusing on car rental coaching and ancillary sales. Eventually, Tiago founded his own consultancy, dedicating 95% of his time to helping car rental companies across Europe improve their ancillary sales strategies, customer experience, and team performance.

References Discussed

• Frontline Performance Group FPG

Books

• Surrounded by Idiots by Thomas Erikson

• Sapiens by Yuval Noah Harari

• Influence by Robert Cialdini

• Thinking, Fast and Slow by Daniel Kahneman

Music

• AC/DC Live at River Plate (YouTube)

• Macklemore & Ryan Lewis - Can't Hold Us (YouTube)

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