#99 - Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)

30 Minutes to President's Club | No-Nonsense Sales · Mar 2, 2022 · 34m

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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

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30MPC…