Activity Yields Pipeline, Pipeline Yields Results - Ian Koniak

Top Salesforce SalesmanIan has sold more business at the fastest growing tech companies in the world than anyone else in the past 2 years. If you do any high ticket selling or B2B this podcast is for you. He talks about time management and how to focus on spending your time doing the things that make you money. How to work your way through gatekeepers and talk to the real decision makers. When working on high ticket sales you should follow the "SPIN" selling method. Asking the right questions and fact finding makes closing deals 10x more easier. https://www.amazon.com/SPIN-Selling-Fieldbook-Practical-Exercises/dp/0070522359/ref=sr_1_2?keywords=spin+selling&qid=1553036039&s=gateway&sr=8-2Also He talks about the V2MOM method saleforce trains on in software sales. https://trailhead.salesforce.com/en/content/learn/modules/manage_the_sfdc_organizational_alignment_v2mom

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