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

30 Minutes to President's Club | No-Nonsense Sales · Mar 17, 2021 · 28m

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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

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