Prospecting & Qualifying

You have the right technology, solution or service offer – but do you have the right customer? Browse this section to learn new strategies for better identifying potential buyers for your products or services.

Choose Your Future Customers – Build a Quality Target List: Session 7

by Mark Frasco April 26, 2011 Business
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It’s that time… time to select your future customers. Tradeshows, search engine optimization, word-of-mouth; all are useful, but all are indirect. You make the investment; you’re in all the right places – then you wait, hoping the next big customer finds you. Lacking a strategic, direct approach to growing your business, you are destined to [...]

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Your Brand is Not Your Logo: Session 6

by Mark Frasco February 22, 2011 Business
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One of the biggest misconceptions in business today is that your brand is your logo. Your logo can help you communicate or advance your brand, but it is not your brand. Your brand manifests itself in the buyer’s mind through a series of impressions that are created by interacting with your organization – people, processes, [...]

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Identify Your Value Proposition: Session 5

by Mark Frasco January 4, 2011 Business
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If you were to talk to your customers about what THEY value about YOUR organization, what would they say? Even further, if you were to ask them what the tangible difference is or the implication to their business was as a result of your delivering that value, what would they say? The answers to these [...]

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How to Move Ideas Into Action: Session 4

by Mark Frasco December 8, 2010 Business
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Market strategy, moving ideas to action… the process of strategic planning and action is often times a daunting task. So much so that leaders get tired or frustrated and lose focus or the energy to complete the effort, causing a lack of confidence in our business growth efforts. There are times when organizations need a [...]

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The Sales Continuum: Session 3

by Mark Frasco November 1, 2010 Business
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The idea of division of labor in business is well documented. On the supply-side of our businesses, we have warehouse managers and shipping clerks, we have CFO’s and bookkeepers. Each has specific roles and learns to specialize on specific tasks in order to improve efficiencies. Processes are well defined, job descriptions are tightly written and [...]

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Business Growth Challenge: Session 2

by Mark Frasco September 8, 2010 Business
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A Harvard Business Review article tells us that businesses lose on average between 15% and 25% of last year’s business each year. On top of that, businesses expect to INCREASE sales over the previous year, resulting in a big growth goal. And yet most businesses do not have a business growth process in place to [...]

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An Introduction to the Concept of Research Marketing

by Mark Frasco September 7, 2010 Business
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Mark Frasco, founder/president of COACT Associates, Ltd., lays the foundation for this informative series of videos. He recounts how he came into the business of helping companies develop and implement a prosperous business growth process. Mark Frasco has dedicated himself to building and revitalizing organizations. His unique combination of practical experience as a business leader [...]

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