Mark Shonka

RFP?

Earlier this week I had a relationship review with a client who is new to the IMPAX Process as of January, 2016. I delivered a presentation reviewing the relationship and we spent most of our time in a very interactive and action-oriented roundtable discussion.

I heard something so...

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Tip of the Month

Mark Shonka

August 2016 Tip: Closing Thoughts

Closing is a tricky topic. We need to gather the right inputs so we can close the right people at the right time, and we need to deal with the stigma of closing at the same time. Closing has such a bad image as a result of all of the bad closes that have come before us. Here are 4 key ideas to...

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Whitepapers

The State of B2B Sales Report

Study: The State of B2B Sales
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Downloadable Resources

Can We Say RIP to the RFP?

5 Strategies to Escape Procurement's Vendor Trap

Selling Power's Top 20 Sales Training Companies Award

Beyond Selling Value - Business Book Review

Beyond Selling Value - Preface