#47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)

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 themStart 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.com42 consecutive months over quotaFounder of Ian Koniak sales training/consulting======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Discovery

30 Minutes to President's Club | No-Nonsense Sales