Hosted by Mark Frasco - COACT Associates · 🇺🇸 us · EN-US · 28 episodes
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Mark Frasco, founder, and President of COACT Associates, speaks on topics surrounding building quality strategic growth processes for the business-to-business market segment. With over 40 years of business growth experience, Mark discusses his study of W. Edwards Demming, Frederick Taylor, economics, finance, and human relations and how these topics are the pillars that have informed his innovative approach to strategic growth.
Mark Frasco - COACT Associates hosts BUSINESS BUILDERS, a business show with 28 episodes published.
In this episode, we strip business growth down to its fundamentals, borrowing a lesson from an unlikely place: a short-game clinic led by golf legend Paul Azinger. Just like golf, real growth isn’t about flashy technique
Although both action and inaction have their place in leadership, when it comes to strategic growth, inaction occupies a very small space. The only way to learn, the only way to reduce topline risk is to take and maintai
Checklists are commonly used in health care and aviation. Why? There is little room for error. This session talks about the use of checklists in strategic growth activities. Checklists help us improve quality of workmans
Why is it that buying influences are reporting that they prefer less interaction with salespeople? Could it be that they are tired? Mass marketing activity and senseless outreach are building fatigue in buying systems. I
Winning takes more than talent alone. Winners have an attitude that is built on confidence they’ve developed by repeating certain behaviors that improve performance.
Inside sales talent is becoming more core to many business growth structures. Depending on the selling model leveraging this talent can decrease the cost of sale and improve results.
Artificial Intelligence is only as intelligent as its human leaders. In the business-to-business market segment artificial intelligence has its uses, but when it comes to developing trusting relationships, I prefer Authe
Each evolution of marketing technology is joined with great enthusiasm for lower costs and bigger target lists. Email maintains a strong-hold on much of our business-to-business communication. Amongst the billions of ema
Often misinterpreted, Darwin found that the survivors of aspecies were not the strongest or the most intelligent, the survivors were better at adapting to change. The survival of the fittest did not mean strongest. This
Building strategic demand is a critical function of your organization. Just like the operational, supply side, your demand side structure should feature elements that optimize performance, built around quality workmanshi
The term "social media" should not be confused with the act of being social. As marketing becomes further defined by digital outreach, technology-based interactions, an old-school hand written note card stands out and cr
Back in the day, professional sales people were taught to ask open ended questions to get the buying influence to speak, improving our learning. The trouble with that is that most buying influences will resist answering
“Mr. Customer, would you mind sharing your positiveexperience with our company in a letter on your letterhead for our file?” Remember the collections of these letters lining the hallways of companies? Althoughthese lette
The business growth function is rich with data. Many organizations default to one measurement of effectiveness, value of revenue closed. Unfortunately, this mentality starves leaders of the potential to understand the co
Anyone who has sold for more than a week has experienced resistance to buy. Why do buyers resist? The answer is in the formula DVF>R. This session will help you identify resistance and how to overcome it.
“We’ve got more than we can handle!” This past couple of years many are enjoying abnormal growth conditions. This session will caution business leaders against losing their strategic growth discipline. With longsales cyc
Christmas card marketing doesn’t work. The variable oftiming is one of the biggest obstacles to business growth. Buying influences gothrough mood swings on the various products and services they buy. If we knewexactly wh
Every year as Fall arrives I complete a planning discipline I call Fall Forward. Writing down our plans and goals, setting out our budgets for the coming year are instrumental to moving ideas to action. This session disc
How do we fall behind our revenue goals? One day at a time. In a down economy we don't need much motivation to maintain the focus and discipline it takes to correct our revenue situation. However, in up economies we tend
Learning about a prospect's application and teaching how your product or service will impact the buyer's business is critically important. It is tough to accomplish that result unless you build trust and a shared idea of
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BUSINESS BUILDERS is hosted by Mark Frasco - COACT Associates. The show is categorised under business and has published 28 episodes.
BUSINESS BUILDERS has published 28 episodes.
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