Category: Sales Process & Techniques

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

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...

Business Growth Structure: Trending Toward an Inside Job

By: Mark Frasco

Professional sales has come a long way over the past generation. There has been a revolution of sorts in business growth structure and process. As Harvard Business Review notes in...

The RSPA RetailNOW Roundup: Bourbon, Business & Retail Technology

Blame it on our roots… while we didn’t ruin any black-tie affairs, COACT did show up ready to learn and reconnect at RSPA’s flagship show, RetailNOW 2018. Held from August 5-8...

Follow These 8 Sales and Marketing Blogs, and Your Life Will Never be the Same

In the uber fast-paced world of sales and marketing, things change so quickly that knowledge can’t remain static. You can’t just rely on business classes you took in college; you...

AI and THRIVE: How AI Can Empower & Not Hurt Our Sales Teams

By: Jennifer Nietz

“AI or die” – heard this phrase lately? Artificial intelligence (AI) is taking over the lives we lead every day.  From Googling a place to eat to letting your car...

Building Your Own Sales Tech Stack – from the Desk of a Sales VP

By: Jennifer Nietz

If you work in sales or lead a sales team, you have probably learned that our industry is getting inundated with technology. Tools, resources, and consultants are continuously reaching out...

On the Importance of Language in the Sales Process

Besides their tenaciousness, their green homeland, and their spirits, the Irish are also known for their love of language. Think of some of the greatest writers of the past few...

4 Ways to Use Motivational Interviewing Techniques to Improve Your Sales

What does social work have to do with B2B sales? When I first joined COACT in 2014, I thought that little to nothing from my previous career as a case...