43 (Sell): Focusing on discovery to close any deal size from Enterprise to SMB (Ian Koniak, Strategic Account Director @ Salesforce) 30 Minutes to President's Club | No-Nonsense Sales
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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
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
THE LATEST FROM 30MPC
Tactic Teardown
Toolkits & Templates
THINGS YOU CAN STEAL
Prospecting
Lavender: Sales Email Frameworks
ZoomInfo: 5 Plays, 30MPC Style
Woodpecker: Nick’s Sales Cadence
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
Boomerang: Tactics for Peak Productivity
RocketReach: 8 ways to triple your phone connects and email opens
Influ2: 9 Ways to Humanize Your Outreach
Discovery & Demo
Otter.ai: The Ultimate Discovery Checklist
Calendly: Speed up your sales cycle & increase revenue
Klue: Dismantling Competitors
Clari: How to Sell to the CFO
Sales Process
Pipedrive: 5 deal cheat codes to cut your sales cycle in half
Demandbase: 6 Templates to Accelerate Deals
Superhuman: 6 Ways To Be An Inbox Superhuman
Gong: Master Class
Qwilr: Sales Proposal Upgrade
Outreach: 1 Sequence to Create and 5 Templates to Close
Salesloft: Selling to Power
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
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
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
THE LATEST FROM 30MPC
Tactic Teardown
Toolkits & Templates
THINGS YOU CAN STEAL
Prospecting
Lavender: Sales Email Frameworks
ZoomInfo: 5 Plays, 30MPC Style
Woodpecker: Nick’s Sales Cadence
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
Boomerang: Tactics for Peak Productivity
RocketReach: 8 ways to triple your phone connects and email opens
Influ2: 9 Ways to Humanize Your Outreach
Discovery & Demo
Otter.ai: The Ultimate Discovery Checklist
Calendly: Speed up your sales cycle & increase revenue
Klue: Dismantling Competitors
Clari: How to Sell to the CFO
Sales Process
Pipedrive: 5 deal cheat codes to cut your sales cycle in half
Demandbase: 6 Templates to Accelerate Deals
Superhuman: 6 Ways To Be An Inbox Superhuman
Gong: Master Class
Qwilr: Sales Proposal Upgrade
Outreach: 1 Sequence to Create and 5 Templates to Close
Salesloft: Selling to Power
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
28 min