Mark Shonka

Sales Tip: The TUFA Message

The world we live and sell in is changing, and one way this is visible is in the way we present to customers and prospects. In the past, most presentations were delivered in board rooms and conference rooms and other formal settings. We used PowerPoint decks – and before that, flipcharts – to...

Mark Shonka

Sales Tip: Imagine This...

The Business Fit is the central element of the IMPAX Process. By definition, the Business Fit is how two companies, working together, can help drive critical business outcomes for the customer. These critical outcomes come in the form of achieving business objectives, implementing strategies and...

Mark Shonka

Sales Tip: Words Matter

As presenters, we do a lot to deliver a presentation to the best of our ability: we craft our message; develop a PowerPoint deck; review the draft with a coach; rehearse with our teams… These are all big and important steps to take.

Another factor to consider is actually quite small...

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