Mark Shonka

July 2016 Tip: Always Be Closing?

“Always Be Closing”, aka “ABC”, is a mantra for some in the sales profession. It’s become mainstream, being featured in movies and popular culture. The phrase is probably well intended, as you can picture a sales manager telling a young rep, “Remember kid, ABC” in an attempt to help them keep...

Mark Shonka

December 2015 Tip: How It's Going

At first glance, it could be easy to think that the title of this Tip is misspelled. After all, "How's it going?" is a common question and greeting. No, the title of this Tip seeks to make a different point. It is intended to get us thinking about how our relationships with customers are going...