29 min listen
89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
ratings:
Length:
34 minutes
Released:
Mar 2, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Start your calls with a point of view on how you can help your prospect.
Kill the deck in the first meeting with the executive, focus on listening.
Sell the discovery process and yo-yo sell without fatiguing your executive.
Target new executives - they’re usually brought in to solve problems.
PATH TO PRESIDENT’S CLUB
Founder of Ian Koniak sales training/consulting
Former Strategic Account Director @ Salesforce.com
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!
Start your calls with a point of view on how you can help your prospect.
Kill the deck in the first meeting with the executive, focus on listening.
Sell the discovery process and yo-yo sell without fatiguing your executive.
Target new executives - they’re usually brought in to solve problems.
PATH TO PRESIDENT’S CLUB
Founder of Ian Koniak sales training/consulting
Former Strategic Account Director @ Salesforce.com
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 2, 2022
Format:
Podcast episode
Titles in the series (100)
11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories): Scott Ingram is a legend in the sales world. Most people know him as the host of Sales Success Stories. But today, we deep dive into the big deal enterprise game.Four Actionable Takeaways:Start every day by planning out the whitespace for the day. Then just get after it.Use demoscovery. Ask how the process looks today, take the demo down a different path.Write a shared executive memo with recaps from every sales conversation.Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.Scott Ingram’s Path to President’s ClubHost of The Sales Success Stories PodcastAccount Director @ Relationship One (where he carries a $3M quota)Creator of the Linkedin Sales Stars 100 list======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve yo by 30 Minutes to President's Club | No-Nonsense Sales