Mark Shonka

February 2017 Tip: The Qualifier

Many of us are in the throes of territory and account planning, working to figure out how we will meet and exceed our targets in 2017. All of us should remember that the best way to improve our hit rate is to go after the right opportunities from the beginning. That’s just one reason qualifying...

Mark Shonka

November 2016 Tip: End Strong

For many of us in sales and relationship management, the end of the calendar year brings the end of our selling year. Some of us have made our numbers and some of us are still fighting to get there. The idea in this month’s tip is to “end strong”, bringing the year to an exciting and successful...

Mark Shonka

October 2016 Tip: V.O.C.C. 2

In our last Tip of the Month, we introduced the term V.O.C.C., or “Voice of the Customer’s Customer”, to highlight another way of looking at research. The idea is that, as we do our research, we can gain valuable insights by talking to the customers of the companies we are researching. As...

Mark Shonka

September 2016 Tip: V.O.C.C

V.O.C. is an acronym that we are seeing a lot these days, and for good reason. The acronym stands for “Voice of the Customer”, and it emphasizes the importance of doing our research on our customer’s business. If we want to be a trusted advisor (or simply improve our odds of success) we need to...

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...

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...

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