Category: Insights

The Closer: Specialization of Task, Buying Systems & the Farmer/Hunter Sales Model

By: Mark Frasco

On February 12th, pitchers and catchers report to Spring Training. Watching the Dodgers in the 1960s, pitchers throwing complete games was a common occurrence. Over their careers with the Dodgers,...

How to Understand a Buyer’s Power and Influence

By: Mark Frasco

“Can you tell me, are you the decision maker?” I dislike this question and train our team members in more creative and polite ways to learn where the power and...

Y Embrace X?

By: Mark Frasco

I developed my earliest leadership style by mirroring my first managers: those early supervisors at the grocery store where I worked. The work wasn’t deeply meaningful, but made less so...

How to Start a Movement

By: Mark Frasco

My family just completed a European holiday, and one of our stops was Paris. I hadn’t been especially drawn to visit the largest city in France, but when our planning...

Action will Delineate and Define You: 2 Mental Models for an Action Planning Process

By: Mark Frasco

“Action will delineate and define you.” –  Thomas Jefferson I just finished reading a biography of our third president, “Thomas Jefferson: The Art of Power,” by Jon Meacham. Ironically, I write...

Scientia Potentia Est. – Why You Need Learning & Knowledge for Your Sales Process

By: Mark Frasco

I don’t speak Latin, but I’ve done my research. What Sir Francis Bacon was saying in the 16th century was “knowledge is power.” So, if that is true, you could...