43 (Sell): Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Talking to execs: figure out their pain points and do the digging in the weeds for them Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling) Leverage your executive champion to make intros and walk them through the process  Lean on your technical resources for a better buyer AND seller experience  Ian’s Path to President’s Club: Strategic Account Director @ Salesforce.com #1 Account Executive in the Enterprise Select Division of Salesforce.com 42 consecutive months over quota Founder of Ian Koniak sales training/consulting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

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The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including: Prospecting: How to open conversations to triple your pipeline Discovery: How to ask questions that uncover massive pain Process: How to get big contracts over the line Leadership: How to hire and train world class teams. Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).  Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show… Get ready, you're going to President's Club.