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Mark Shonka

Follow-Up: June Tip

Originally posted August 4, 2015

For anyone who has ever invested in sales training, there is a great lesson to learn in the June Tip. One of the mistakes that so many organizations make is that they think that sales training is an individual or small group activity. In theory, maybe...

Mark Shonka

IMPAX Developments

Originally posted July 23, 2015

In our recent IMPAX team meeting, we spent quite a bit of time working on how we can deliver our material and intellectual property to the market in different ways that helps people learn and apply the process more effectively. Very exciting for us, and...

Mark Shonka

Interesting Twist

Originally posted July 7, 2015

At the SAMA conference referenced in earlier postings, we asked a couple of interesting questions:

Do you consider yourself to be customer focused? How do your presentations reflect your degree of focus on the customer?

You can predict...

Mark Shonka

Tough Questions

Originally posted June 20, 2015

At the SAMA conference referenced in earlier postings, we asked a couple of interesting questions:

Do you consider yourself to be customer focused? How do your presentations reflect your degree of focus on the customer?

You can...

Mark Shonka

A Meeting of the Minds

Originally posted May 29, 2015

What a cool week this has been. I recently returned from a great client session in Australia – bright group of people, fantastic location, great teammate to work with (Bill Larner)… What could be better? 

After getting back, we headed...

Mark Shonka

A Powerful Quote

Originally posted May 27, 2015

I may have written about this quote before, but it is as applicable now as it has ever been.

“80% of life is just showing up” - Woody Allen

This quote is so true. In order to be successful in whatever we do, we need to show up. In...

Mark Shonka

SAMA 2

Originally posted May 14, 2015

In my session at the conference I had a chance to co-present with a client and good friend Scott McMeekin, who is SVP of Sales for Healthcare Data Solutions. He has been an IMPAX client with 2 different companies, and really gets it. He’s got impressive...

Mark Shonka

SAMA

Originally posted May 12, 2015

I was at the SAMA (Strategic Account Management Association) conference last week in beautiful San Diego, and it’s was a great week. Imagine a setting where several hundred business development professionals come together to hone their craft. I had an...

Mark Shonka

Surreal

Originally posted May 7, 2015

It was nearly 27 years ago when I joined RCP Inc., which later was renamed IMPAX Corporation. Since then I have had the honor and pleasure to work with an amazing team to live our mission, “To assist our clients in improving their sales, account management...

Mark Shonka

"Warm It Up" Example 6

Originally posted April 12, 2015

Building on the idea of referencing your research efforts, consider this approach, “Hello Frank, my name is Mike Jones, and I am with AZT. The reason I am calling is this – I have been out at your location recently doing my homework on your company, and...