Highlights[01:13] - Becoming the number one elite enterprise sales director at Salesforce.[05:26] - From selling $10,000 copiers to being a more strategic salesperson.[09:45] - Mastering your message and the skills you need to sell change.[12:33] - Selling is helping: Why you must be an outward-focused salesperson.[16:17] - Underperforming for 3 years and how investing in himself changed everything.[21:59] - Why you must adopt a no-pressure sales strategy.[27:28] - How to be a more successful enterprise seller.In this episode of the Transformed Sales Podcast, I chatted with Ian Koniak, the Founder and President of Ian Koniak Sales Coaching, Inc. He’s a sales coach, sales trainer, and keynote speaker. He helps B2B account executives perform to their full potential and crush their quotas by mastering the mindset, habits, and skills needed to perform at the highest level. As the former number one AE at Salesforce, his program is built by an AE for AE’s based on what works. Prior to starting his own business, he worked in B2B technology sales for 19 years at F500 tech companies as an individual contributor, sales manager, and director of sales, with over 100M in career sales and numerous finishes at number one nationally, including finishing number one in the US Enterprise Select Division of Salesforce. Most recently, he worked as a strategic account director for the enterprise west sales team at Salesforce where he partnered with their largest customers to help them drive growth, innovation, and success on the Salesforce platform. At Ricoh, he led a team of 10 sales managers and 70 reps responsible for 60M annual revenue across hardware, software, and services. After a near-death experience, he started his coaching business to serve others and help them achieve incredible success by mastering the mindset, habits, and skills needed to perform at the highest level. Ian will share why you should transition from transactional to strategic selling, the qualities of top-performing sellers, how to sell big deals to big accounts, how he became the king of enterprise sales, why investing in yourself is critical, and so much more. So don’t miss out.Quotes“The selling motion of selling change is much different than the selling motion of selling cost savings for products that are already being used” - Ian Koniak“Selling is helping” - Ian Koniak“You have to make that transition from an inward-focused salesperson to an outward-focused salesperson who cares more about helping your clients get the results that they want” - Ian KoniakLearn More About Ian Koniak in the Links Below:LinkedIn - https://www.linkedin.com/in/iankoniak/Website - https://iankoniak.com/https://www.UntapYourSalesPotential.com/YouTube - https://www.youtube.com/c/IanKoniakConnect with Wesleyne Greer:Wesleyne’s Website - https://transformedsales.com/Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/Wesleyne on Facebook - https://web.facebook.com/wesleynegreerWesleyne on Twitter - https://twitter.com/wesleynegreerEmail Her at wesleyne@transformedsales.com