89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training)

Ian Koniak, founder of Ian Koniak Sales Training and former Strategic Account Director at Salesforce.com, shares top strategies for engaging executives in enterprise sales. He emphasizes starting conversations with a strong point of view to showcase value and the importance of active listening. Koniak advocates for eliminating traditional decks in initial meetings to foster genuine dialogue. Additionally, he discusses targeting newly appointed executives who are eager to solve problems, encouraging sales professionals to adopt concise and impactful communication methods.