28 min

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