5 C's of Selling with a SPIN
In this video, we outline a question-based selling process, 5 C’s… with a SPIN.
Building Your Arena
In this video, we discuss ‘Building Your Arena’ - build a space where you know what the prospect knows, and the prospect knows what you know to move the selling process forward.
Must Airs
In this video, we discuss “must airs” – the elements of your sales communication that must air in the market to truly differentiate your company from your competition.
Buyer Modes
In this video, we discuss the 4 different buyer modes that buyers go through when they think of the various products and services that they buy.
TIP Report & Forecasting
In this video, we outline what a TIP Report is and how it is used in forecasting potential revenue in the sales cycle.
Overcoming Resistance
In this video, we address a formula for change – how one can overcome resistance to buy using D V F > R.
Stalled Sales Toolkit
In this video, we address the reasons to develop and implement a Stalled Sale Tookit and how it can help keep proposals on track to close.
The Power of the Note
Who writes handwritten notes anymore? It’s a lost art, or is it? Listen as Mark discusses how a simple, personalized note can change the way your prospects feel about you.
Experience Solheim at Inverness
View this aspirational video where Inverness Club envisions itself as the home of the 2021 Solheim Cup, which matches the best players from the United States against the best from Europe.
It Matters Where You Make It
The Toledo Region is a place where you can have it all. We are a strong community defined by our great Midwest culture and strong work ethic. People are coming from around the country and around the world to attend world-class events in Toledo, Ohio.
Value Propositions
In this video, we address how value propositions are much more than Features, Advantages, and Benefits.
Sales Funnels
We outline what sales funnels are and how it can help organize where the prospect or opportunities lie.
Installing Waves of Business Growth
Learn about the key elements that will serve as building blocks to a more strategic and sustainable business growth process.
Knowledge Management
In this video we outline the steps to gain a competitive advantage through Knowledge Management.
Keeping Score
In this video we focus on the importance of Keeping Score in areas of your business.
Opportunity Filters
In this video we outline what Opportunity Filters are and how they are used.
Process Solution to Business Growth
In this video, we identify several key aspects of a Process Solution to Business Growth.
Strategic Architecture
In this video, we outline the idea of Strategic Architecture to define business growth systems in your organization.
Buyer Types
We characterize 4 different Buyer Types in a buying system that influence how to position your sell for the best results.
Specialization of Task
Learn how to break down and analyze the various stages of the sales continuum to establish focus on the demand side of your operations.
Developing Trust
Learn how to build trust through regular frequency and interaction, identified and shared goals through 2-way communication, and overall integrity.
Christmas Card Marketing
Timing in B2B sales is the hardest variable to manage. Learn how to stay top of mind by being memorable and eliminating the variable of timing altogether.
Atlanta AGC 2016
COACT Founder and President, Mark Frasco, speaks on Business Builders: Making Waves in the Market.
Atlanta AGC 2016 (Full Presentation)
COACT Founder and President, Mark Frasco, speaks on Business Builders: Making Waves in the Market.
Watch History, Make History
We Choose to go to the Moon... On September 12, 1962, President Kennedy spoke these words on a sweltering hot day on the Rice University campus in Houston, Texas.
