B2B Power Hour

78. How to Break into Enterprise Sales w/ Ian Koniak

Episode Summary

Nick sits down with Ian Koniak, Founder of Ian Koniak Sales Coaching Inc. to discuss how sellers need to change their process to sell enterprise deals! Ian shares a story that changed the way he sells, what a day in enterprise sales looks like and his PREDICT formula for qualifying & forecasting large deals! You NEED to hear Ian’s Predict framework if you’re an Enterprise seller!!

Episode Notes

Nick sits down with Ian Koniak, Founder of Ian Koniak Sales Coaching Inc. to discuss how sellers need to change their process to sell enterprise deals! Ian shares a story that changed the way he sells, what a day in enterprise sales looks like and his PREDICT formula for qualifying & forecasting large deals! You NEED to hear Ian’s Predict framework if you’re an Enterprise seller!!

Connect with Ian Koniak

• LinkedIn
• Website

In this episode, we cover:

• How Ian got into Enterprise sales (1:09)
• Focus on the process, not the prize (4:50)
• How your process NEEDS to change selling enterprise (12:16)
• What a day in enterprise selling looks like (16:46)
• The 3 ingredients of success selling enterprise software (24:35)
• The missed deal that changed Ian’s perspective on sales (30:59)
• EXCLUSIVE Predict framework - Predict the likelihood a large deal will close (38:59)

Follow Nicholas Thickett on LinkedIn: https://linkedin.com/in/nicholasthickett

Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith

Visit our site b2bpowerhour.com to learn more about our upcoming live shows, community, and more.