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...

Mark Shonka

January 2014 Tip: Net It Out

One of the most challenging situations in selling is trying to unseat an entrenched, incumbent supplier. This is especially true if the competitor is well thought of by the customer. That doesn’t mean we shouldn’t try to do this, or that it’s impossible to do it. It just means that we need to be...

Mark Shonka

December 2013 Tip: Closing

Closing (well) is one of the most difficult yet satisfying steps in the sales process. When done right, closing is a natural element of the sales process. It’s not sleazy, tricky or slimy. When done poorly, it can be all of these things and more.

By doing it right, you can avoid the...