25 min
43: Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce) 30 Minutes to President's Club | No-Nonsense Sales
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- Careers
Ian is a sales master and shares process frameworks that can be applied to any deal size from Enterprise to SMB.
Four Actionable Takeaways: Talking to execs: figure out their pain points and do the digging in the weeds for themStart high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)Leverage your executive champion to make intros and walk them through the process Lean on your technical resources for a better buyer AND seller experience Ian’s Path to President’s Club:Strategic Account Director @ Salesforce.com#1 Account Executive in the Enterprise Select Division of Salesforce.com42 consecutive months over quotaFounder of Ian Koniak sales training/consulting
Resources Discussed:Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgEPhone Ready Leads created by Reisert Consulting Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
Ian is a sales master and shares process frameworks that can be applied to any deal size from Enterprise to SMB.
Four Actionable Takeaways: Talking to execs: figure out their pain points and do the digging in the weeds for themStart high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)Leverage your executive champion to make intros and walk them through the process Lean on your technical resources for a better buyer AND seller experience Ian’s Path to President’s Club:Strategic Account Director @ Salesforce.com#1 Account Executive in the Enterprise Select Division of Salesforce.com42 consecutive months over quotaFounder of Ian Koniak sales training/consulting
Resources Discussed:Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgEPhone Ready Leads created by Reisert Consulting Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Discovery
25 min