He just sold $28M in new logos!
Free training: Make 500K-1M/year in tech - https://www.untapyoursalespotential.c...
0:00 - Introduction
6:11 - What traits helped you transition from engineering to sales?
9:03 - What traits make you consistent year after year?
10:04 - What do you mean by prospects stealing time from you?
10:13 - How do you assess if prospects are serious or wasting time?
19:13 - How do you win 75% of net new deals?
30:45 - What’s your prospecting strategy for a new patch?
14:49 - How do you define the role of a seller in strategic sales?
18:29 - Do you do prep calls with references before the call?
30:48 - What’s your prospecting strategy when you get a new territory?
20:20 - How do you win competitive deals without responding to blind RFPs?
44:18 - How do you know when to walk away from a losing deal?
46:48 - How do you stay sharp and continue developing at your sales level?
55:25 - How do you keep momentum when a deal loses velocity?
56:43 - What do you do when waiting during a long sales cycle?
here are only a few individual sellers on the planet who have sold $28M in a single year.
This week's Fireside Chat guest is one of them.
Their numbers are absolutely insane – last year they sold over $28M against a $15M quota, having their best year ever.
They’ve broken 7 figures W-2 for the past several years, and their consistency is off the charts.
During this Fireside Chat, we dive into the following:
Mike’s origin story and how he transitioned from Field Service to sales
What character traits, qualities, and actions separate him from other sellers
Knowing the value of your time, and your team's time
How to become a trusted advisor in his biggest accounts
How to win 75% of your deals, even in competitive situations
Why walking away early from deals is key to success, and when to walk away
And MUCH, MUCH, MORE.
Best of all, Mike is not a sales influencer or guru who gives out sales advice online.
He’s quietly crushing it at his company and practicing what he preaches,
Mike is the real deal, and this is the first public interview he has done where he shares his wisdom with the world.
Enjoy!
Connect With Ian
Free training: Make 500K-1M/year in tech - https://www.untapyoursalespotential.c...
Mastermind: https://www.untapyoursalespotential.com/
LinkedIn: / iankoniak
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Website: https://iankoniak.com/