66 (Sell): Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training)

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

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Four Actionable Takeaways:

* Explain why any step would be better than the status-quo. Next, explain why your solution fits best.

* Utilize your champion (until proven guilty) at which time it is okay to go over their head.

* Never bash your champion, they will likely get reintroduced later on in the cycle.

* Share your thesis when speaking with an executive, then jump into the gravity in their eyes.

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Ian’s Path to President’s Club:

* Founder of Ian Koniak sales training/consulting

* Strategic Account Director @ Salesforce.com

* #1 Account Executive in the Enterprise Select Division of Salesforce.com

* 42+ consecutive months over quota

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