#99 - Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)
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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
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
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
2022-03-02
34 min
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