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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

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