30 Minutes to President's Club | No-Nonsense Sales #47 - Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)
Mar 17, 2021
Ian Koniak, a Strategic Account Director at Salesforce and founder of his own sales training consulting, dives into the intricacies of closing large deals. He emphasizes the importance of understanding executive pain points and mastering the art of discovery. Koniak shares his unique approach of 'Yo-Yo Selling,' where he suggests starting high with execs, then drilling down to specifics, and finally presenting a consolidated business case. He also highlights leveraging resources, like technical experts, to enhance both the buyer and seller experience.
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