Category: Sales Process & Techniques

How to Consistently Have Good Timing in Sales

By: Jason Rager

I’m sure you’ve heard the phrase “location, location, location,” but I’d like to take a look at the sales equivalent: “timing, timing, timing.” As a salesperson, my favorite thing to...

Integrity in Sales

By: Sarah Salatin

Recently, I came across a post on LinkedIn advising sales professionals to meet their quotas by railroading their customers into closing deals prematurely. I strongly disagreed with this questionable business...

How to Convert Your Summer Sales “Slump” into 4th Quarter Success

By: Jason Rager

I’ve recently been hearing a lot of clients and prospects talking about how their prospects and customers “don’t make decisions in the summer” or how “summer is our slow time.”...

A Step-by-Step Guide to Selling to & Winning Business from Large Corporations

By: Michelle Philippon

Got to pay your dues if you wanna sing the blues And you know it don’t come easy. -Ringo Starr, “It Don’t Come Easy” I remember the first meeting I...

Market Entry Strategies: Building a Strategic Growth Matrix

By: Jason Rager

Here at COACT, we are often deployed as part of a new product/service launch strategy. In my experience, there are four types of market entry environments (illustrated below): Existing Product/Service...

Profiling Buying Systems

By: Mark Frasco

One of my earliest memories of success in the sales profession was based on a relationship I had with the senior buyer of a significant custom machine builder. My company...

The True Story Behind ABM and 5 Steps to Develop Your Own “ABM” Strategy

By: Jennifer Nietz

If you are like me, you probably get 10 emails a week from marketing solution providers trying to get you to engage with them on the “perfect account-based marketing (ABM)...

What is in Your Playbook?

By: Chris Farkas

My favorite time of year is upon us. I love fall…and no, not for the pumpkin spice lattes! I love the cool temperatures, the beautiful array of colors on the trees,...

Unseen Variables: What Candy Crush & Effective Sales Strategies Have in Common

I play Candy Crush sometimes. (Okay, okay, I know; to all those who believe these games are a waste of time, don’t judge!) Quite seriously, though, the puzzles are fun...

Why Marketing Should Leave Their Desks & Talk to their Sales Team

By: Michelle Philippon

Like any creative, I can come up with a theme, topic, or slogan off the top of my head. Going with my gut, following my intuition, and trying something new...

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