43 (Sell): Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 Join our weekly newsletter Things you can steal