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...

Mark Shonka

Sales Tip: Gratitude

In these times when our ability to spend time with prospects in an effort to win new business is limited (or non-existent), we see our clients – and many other companies – doubling down to keep the customers they are currently working with. Customer retention has become more important than ever...

Mark Shonka

Sales Tip: Two Key Questions

Most people in the sales and relationship management profession believe in doing their homework about their customers and prospects. People who sell products tend to ask questions focused on the customer’s needs, while people who sell their company’s value (and solutions) ask questions about...

Mark Shonka

Sales Tip: A Coordinated Effort

Many of us are now fully immersed in the practice of delivering virtual presentations. We have almost no choice. If we want to deliver an impactful presentation, this is the option we have right now. While many of the presentation skills that have served us well over the years continue to do so...

Mark Shonka

Sales Tip: The Classic Mistake

We have been well trained. We know our products and solutions well, and we believe in them. We are enthusiastic subject matter experts who understand our competitors and our competitive advantage. Given this, it’s easy to see why some of us make the classic mistake. In some situations, it’s...

Mark Shonka

Sales Tip: Virtual Impact

This new virtual way of working is having a big impact on how many of us feel about our jobs and careers. So many of the things that attract us to sales and account management positions – things like networking, meeting and getting to know new people, uncovering opportunities to help drive...

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