Mark Shonka

Sales Tip: Presenting with Passion

Virtual burnout is a real thing. We hear presenter after presenter drone on and on about the topic of the day. Some presentations are better than others, but they all seem to meld together. Even interesting topics become mind numbing. Some of us react by “mailing it in” with our involvement, and...

Mark Shonka

Sales Tip: Selling From Home

Selling from home. Most of us are doing it, and for many of us, it will become our permanent way of working. For some, selling from home is challenging as it seems more difficult to create strong connections with customers and prospects via the phone and web meetings. It doesn’t...

Mark Shonka

Sales Tip: The Last Question

It’s inevitable. In some opportunities, no matter how strong the fit is between the customer’s needs and our solution, we don’t get the “yes” we were looking for. When this happens, sometimes we get a “no” outright, but more often than not, we get a delay.

The customer’s delay may be a...