31 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

    • 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 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:

Time is running out to register for our upcoming 30MPC Live.

Download our exclusive cold calling battlecard by signing up for the newsletter.


Click this link for some extra goodies from 30MPC.


HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

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:

Time is running out to register for our upcoming 30MPC Live.

Download our exclusive cold calling battlecard by signing up for the newsletter.


Click this link for some extra goodies from 30MPC.


HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

31 min