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Opportunity Filters

In this video, we outline what Opportunity Filters are and how they are used: What are the characteristics of a good prospect? How can we grade prospects objectively? How to...

Process Solution to Business Growth

In this video, we identify the key aspects of a Process Solution to Business Growth: Proactive Processes Rhythmic, Regular Interactions Value Propositions Manageable, Strategic Targets

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...

Strategic Architecture

In this video, we define Strategic Architecture by answering 4 questions: What do you supply? How do you supply it? Who buys it? Why do they buy from you?

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...

Buyer Types

In this video, we characterize 4 different Buyer Types in a buying system: How much power and influence does each have over the buying decision? Does a particular buyer support...

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...

Atlanta AGC 2016 (Full Presentation)

COACT Founder and President, Mark Frasco, speaks on Business Builders: Making Waves in the Market.

Atlanta AGC 2016

COACT Founder and President, Mark Frasco, speaks on Business Builders: Making Waves in the Market.

The Sales Continuum: Specialization

In this video, we address Specialization of Task within sales by: Breaking down and analyzing the various stages of the sales continuum Establishing focus and attention to detail on the...