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.

Ian Koniak, Founder and CEO of Untap Your Sales Potential, is a B2B SaaS sales powerhouse known for his unmatched success at Salesforce. He reveals why many leaders fail to elevate their teams to elite status, advocating for personalized coaching and understanding individual motivations. Ian emphasizes a shift from mere revenue-driving to nurturing growth, backed by structured training. His insights into creating effective systems and a '12-week year' methodology present invaluable tools for leaders seeking to balance work and life while fostering team success.

Sales experts delve into the human side of sales, stressing the role of sellers as agents of change. They discuss NEAT selling principles and the importance of personal connections in fostering trust with customers. Embracing authenticity, overcoming attention challenges, and focusing on buyers' success are key themes in this insightful podcast.

Sales Coach Ian Koniak shares insights on negotiating large enterprise software deals, senior executives, and purchasing departments. The importance of alignment in negotiation and research and preparation in sales is discussed. They emphasize the concept of delayed gratification for long-term success in business and life.

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.