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197. How to Break into Enterprise Sales w/ Ian Koniak
Manage episode 382314239 series 3389817
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An episode so good we had to play it twice. Do you want to perform at the highest level of enterprise sales? What if you could learn the exact skillset, mind frame, and framework it takes to accomplish your goals right from a podcast episode? On this episode of the B2B Power Hour, we talk to Ian Koniak. He's the founder of Ian Koniak Sales Coaching Inc. and former strategic account director at Salesforce, where he managed some of its largest enterprise accounts. We break down exactly what it takes to make it in enterprise sales, from how to set achievable goals to seeking agents of change within your target organizations. Plus, Ian gives us an exclusive look at his brand-new PREDICT framework for qualifying enterprise prospects and effectively sealing the deal. You'll hear how Ian went from door-to-door copier sales (yes, really) to closing multi-million dollar deals.
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