Mark Shonka

Sales Tip: The Waterfall Exercise

Many of us in sales and relationship management positions are looking ahead to 2023 and setting our goals – revenue, retention, close rate, margin on sales and retention, new logos (new customer commitments), share of customer wallet, etc. As we consider our targets, it’s critical to determine...

Mark Shonka

Sales Tip: The Closing Question

In our last Tip, we emphasized the importance of doing your homework to optimize your message, as well as your delivery of the message. Set the stage for your closing question by making a compelling case that a relationship between your two companies will support their efforts to drive specific...

Mark Shonka

Sales Tip: The Closing Forum

In our last Tip, we talked about the importance of identifying the decision maker in order to close effectively. Now that we know who the decision maker is, we need to figure out how to get a meeting with them. After all, it’s hard to close a decision maker without a suitable forum.


Mark Shonka

Sales Tip: Closing

There is one constant in sales – for us to be successful, we need to close and close well.

What does it take to close? The subject of this Tip is one of the most basic factors associated with closing – we need to identify and gain access to the decision maker.

Although a...