Category: Sales Process & Techniques

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...

Get Better, or Get Beaten: The Baldrige Performance Excellence Program

By: Mark Frasco

“For U.S. industry, the message is clear. Get better or get beaten.” – a June 8, 1987, Business Week special report on quality In April 2016, three of our COACT leaders...

45 Seconds to Sales Success

By: Jennifer Nietz

I often get asked by clients to let them see our call script. We don’t use scripts, but rather prefer what we refer to as call plans. Call plans are...

Remember… Don’t Give Up What You Want Most for What You Want Now

Think of the last time you set a goal for yourself or your company. You set your strategy. You set benchmarks.  You had everything in place in order to achieve...

The Day Facebook Called Me

It was any normal Thursday in my sales and marketing world as I was doing some list pulling and making calls to some of my client’s high-value targets, and then...

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...

The New Conceptual Selling

Title: The New Conceptual Selling Authors: Stephen E. Heiman, Diane Sanchez Executive Summary: In 1987, Miller Heiman published their groundbreaking book that challenged the current thoughts about sales at the time and...