30 Minutes to President's Club | No-Nonsense Sales
How to Close $10M+ Deals & Make $1M W-2 | Ian Koniak | Ep. 290 (Sell)
Feb 25, 2025
Ian Koniak, founder of a successful sales training firm and former Strategic Account Director at Salesforce, shares his expertise on closing multi-million dollar deals. He emphasizes the importance of a 'Not-To-Do List' to eliminate distractions. Koniak breaks down a strategic quarterly timeline for enterprise sales, guiding listeners through the essential stages from initial meetings to closing. He also introduces the 'Rule of 100', urging sales professionals to focus their outreach on high-potential accounts with targeted engagements.
41:34
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Quick takeaways
- Creating a Not-To-Do List allows sales professionals to eliminate distractions and focus more on revenue-generating activities, leading to better performance.
- Implementing a structured timeline for enterprise deals, from initial meetings to closing, enhances strategic planning and execution throughout the sales process.
Deep dives
Planning Your Attack: Addition by Subtraction
Focusing on essential activities is crucial for success in sales, particularly through a method known as addition by subtraction. Many sales professionals struggle with distractions stemming from technology and social media, which can prevent them from dedicating time to revenue-generating activities (RGAs). To combat this, it's recommended to evaluate personal and professional commitments and eliminate those that do not contribute to achieving sales goals. For instance, using productivity apps like Opal can help block distracting websites during work hours, allowing individuals to concentrate better on their core tasks.
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