6 min listen
43 (Sell): Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
43 (Sell): Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
ratings:
Length:
29 minutes
Released:
Mar 17, 2021
Format:
Podcast episode
Description
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!
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!
Released:
Mar 17, 2021
Format:
Podcast episode
Titles in the series (100)
0: Five minutes to figure out if this show is worth your time: Why in the world would you listen to 30MPC?Four Reasons to Listen:* WHAT WE’RE NOT: Not stuck in 1975. Not stuck on fluffy mindset. Only actionable sales tactics.* PREPARATION: Recorded for 45 minutes, cut to 30. Some episodes don’t make it. That’s okay.* POLAR OPPOSITES: Nick is an Enterprise AE. Armand is a MM Sales Leader.* SHOW STRUCTURE: Three actionable tactics at the beginning. The recap email at the end.Four Actionable Tactics* How to avoid being forced to demo early* Open on the phones by leading with context* How to handle the “not interested” email* The 3x3 cold emailNick Cegelski’s Path To President’s Club* #1 AE at every company he’s worked for.* Selling in the enterprise ERP big deal world.Armand Farrokh’s Path to President’s Club* Director of Sales at Carta running a team of 40* 225% of quota as an AE by 30 Minutes to President's Club | No-Nonsense Sales