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

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 them

Start 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.com

42 consecutive months over quota

Founder of Ian Koniak sales training/consulting


RESOURCES DISCUSSED:

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