#80 How to sell millions to executives while leading your sales life with integrity with Ian Koniak

Ian Koniak has over $100 million in career sales and numerous finishes at #1 nationally, including finishing #1 in the US Enterprise Select Division of Salesforce on his belt. However, he sees a gap in coaching & training how to lead a sales life with integrity... 👉 Here are 3 actionable insights I got from him on our podcast 1️⃣ Know your numbers: “Schedule 2 appointments and do 2 appointments every day and you will be fine. That’s 40 appointments per month, if you close 25% of them that’s 10 deals. 10 deals of 4k each means you contribute 40k in new business every month.” Ian did this for the better part of a decade selling copiers. But quickly doubling deal size... 2️⃣ Sell to executives: Ian evolved to a sales director selling 1M in 3 months by selling to fewer customers, but helping to solve business priorities “higher up”. 3️⃣ Prospect yourself in ABS (Account-Based Selling): It is the job of the sales executive to do research, reach out, orchestrate the buyer journey and more on strategic accounts. Thanks again for sharing this Ian and all the best for your new own company!