Mark Shonka

Sales Tip: Influence

As sales and relationship management professionals, there are few tools more important to our success than our network. We look to develop coach relationships, uncover and gain access to decision makers, and deal effectively with gatekeepers. 

Another thing we attempt to do is...
Mark Shonka

Sales Tip: Doubling Down

Throughout the course of the pandemic our job has been getting more difficult. Restricted access to customers and prospects, supply chain issues, and an environment of general uncertainty made acquiring new customers and managing existing customers much more challenging.

As we move...

Mark Shonka

Sales Tip: Slow Down to Speed Up

Many of us are feeling pressure now more than ever. We need to win new deals, extensions, and renewals. At the same time, things are more complicated than ever before – there are more stakeholders involved from the customer side, we face internal hurdles, economic uncertainty looms, etc. This...

Mark Shonka

Sales Tip: Back to Basics?

As another calendar year wraps up, many of us are surprised at the ongoing impact of the pandemic and remain limited in our ability to sell and manage customer relationships in an in-person manner. For so many of us, much (or all) of our work is still being done virtually.

One thing we...

Mark Shonka

Sales Tip: Don't Disregard Data

In our efforts to understand our customer’s business, we have 2 primary sources to utilize – data and information. To us, data refers to publicly available facts and figures. Information is the inside story that you can only get from people who have an insider’s perspective. Both sources are...