ABOUT THIS EPISODE
Today, we welcome Ian Koniak, Dean of Enterprise Sales School at Pavillion and the Founder and CEO of Ian Koniak Sales Coaching Inc. Long-lasting relationships are at the core of Ian’s success as the top enterprise sales rep at Salesforce. He shares how the 80-20 Pareto rule applies to prioritizing your clients and his eventual move to entrepreneurship.
Ian digs into his KPIs for growing a multimillion-dollar business and his copyrighted PREDICT test that sales reps can use to measure if a deal is going to close or not. He also stresses that you are not your number however, when your ego is high, you behave badly too.
Takeaways
- Less is more, so the 80-20 rule lets you focus a majority of your efforts into the top 20% of your A accounts.
- PREDICT Test:
P - Problem with pain
R - Reason
E - Engagement
D - Decision-maker/Decision process
I - Impact
C - Cost of inaction
T - Timeline
- You are not alone with your mental health struggles, especially around addiction and recovery.
Quote of the Show
"The myth I want to debunk is that more activity equals better results and that actually is not true. It's true if you're in a transactional role. It's true if you have a quick sales cycle and you're selling and you have a huge list, but for enterprise selling, more does not mean better. Less is more. It's the 80-20 rule." - Ian Koniak
Connect with Ian on addiction recovery or sales coaching in the links below:
Ways to tune in:
