Mark Shonka

May 2014 Tip: Looking Inward

Instinctively, most of us know what we mean when we call someone a “coach” in the context of sales and account management, and we know that a coach network is one of the most important success factors in any significant sale. As a formal definition, we think of a coach as someone who:

Mark Shonka

April 2014 Tip: What's In a Name?

Sales Rep, Account Executive,  Key Account Manager, Marketing Representative, Client Manager, Sales Support Rep, Inside Sales Rep, Territory Representative… There are many different titles for professionals who play a business development role. Much more important than the title is the job...