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66: Getting to power with the right deals, at the right time (Ian Koniak, Founder of Ian Koniak Sales Training) Tijd: 27:45
The king of enterprise sales is back again with stories and tips from the enterprise sales world.
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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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Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc
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Gong: Improve your win rates, clone your best sellers: gong.io/30mpc
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Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc
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Dooly: Get Armand's Prospecting Prep Template: https://refer.dooly.ai/30mpc-page/
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Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpc
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Focus Areas: Sales Process
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Releasedatum: 8-9-2021 09:00:00
