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Mark Shonka

ABC vs. ABA

In the most recent IMPAX Tip of the Month, we reflected on the old sales saying, “ABC - Always be Closing”.  This Tip got me thinking about the biggest issues associated with closing, including (IMO):

    Not closing (simply neglecting to ask a closing question) Closing the...
Mark Shonka

Global Consistency, Part II

Picking up on a recent post entitled “Global Consistency”…

In that post I was reflecting on a session I had with a group of BD leaders from across Asia and how they share a common set of challenges – demanding customers, the rise of procurement, global economic challenges,...

Mark Shonka

The SAMA Conference

Last week IMPAX was well represented at the SAMA (Strategic Account Management Association) Conference in Chicago. It was the 17th straight year where we were featured as speakers at the conference. We enjoy this conference because it is attended by some really great companies and really bright...

Mark Shonka

Global Consistency

Last week I spent a couple of days facilitating a leadership session on “Coaching the IMPAX Process”. The session was in Singapore, and was attended by leaders from across Asia representing China, Japan, Korea, Malaysia, and of course, Singapore, among others. The leaders were impressive in...

Mark Shonka

January Tip Follow-Up

In January’s Tip of the Month, we reflected on customer satisfaction research that we as KAMs, SAMs, AEs, Client Managers… should be conducting. Of course, we love formal periodic customer satisfaction surveys, but there is no substitute for face to face research. In a good research meeting,...

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...