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FOUR ACTIONABLE TAKEAWAYS
Start your calls with a point of view on how you can help your prospect.
Kill the deck in the first meeting with the executive, focus on listening.
Sell the discovery process and yo-yo sell without fatiguing your executive.
Target new executives - they’re usually brought in to solve problems.
PATH TO PRESIDENT’S CLUB
Founder of Ian Koniak sales training/consulting
Former Strategic Account Director @ Salesforce.com
RESOURCES DISCUSSED
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Things you can steal
89 (Sell): Selling to executives at the enterprise level (Ian Koniak, Founder of Ian Koniak Sales Training) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
