FOUR ACTIONABLE TAKEAWAYS
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Create a Not-To-Do List: Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing.
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Prioritize RGAs: Focus only on activities that create new pipeline or advance existing deals. Everything else is a distraction.
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Enterprise Deal Timeline: Q1 is for building a POV and landing initial meetings. Q2 is for discovery and securing an executive sponsor. Q3 is for proposal, negotiation, and procurement. Q4 is for closing.
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Rule of 100 for Enterprise Outreach: Target the top 20% of accounts with high potential. Reach out to 10 executives with at least 10 touches each—totaling 100 strategic touchpoints per account.
PATH TO PRESIDENT’S CLUB
- Founder of Ian Koniak sales training/consulting
- Strategic Account Director @ Salesforce.com
- Director of Sales @ Ricoh
RESOURCES DISCUSSED
