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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...

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...

Behavioral Economics 101

By: Michelle Philippon

Have you ever wondered why investment companies have automatic renewals for 401Ks? Or why gyms are deliberately designed for people not to show up? Or why charities provide you with suggestions when you...

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...

What Motivates You? Understanding Personality Types in the Workplace with the DiSC Model

It is important to get the right people on the bus and go in the right direction. Often, however, the bus ride can be challenging. Each individual may be trained...

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...

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...