How to Close $10M+ Deals & Make $1M W-2 | Ian Koniak

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1. 19:34

   “They can give you intel on the account so that it will inform your POV and you can prospect more” intelligently. My question for you is, let's say I'm a rep who's sitting here and being like, damn, this guy's pretty sharp. I need to go do that. How do I figure out who those adjacent reps are? What do I say to them when I'm like, hey, can you help me break into Berkshire Hathaway? I have to imagine there's a way that you brokered some of those relationships in your career.

   In Account research

2. 20:28

   to have branches. Again, if you work for a bigger company like a ServiceNow or an Oracle or a Salesforce, they'll have a team member on those teams that are just assigned to Salesforce. So typically, each company has somebody who's a partner liaison that their job is to facilitate “the partnership. So I would go to the partner liaison first and I'd say, what partners are in” there? Can we find out who's already working with them? And can I get an introduction? And I would meet with some of the partners that are already doing business there. If you're a startup company, it's going to be a little harder. I use AWS because they're a great example because they do a pass-through revenue model where a lot of solutions for the startups like Snowflake,

   In Partner account mapping

3. 21:46

   who sold this account before or go on LinkedIn Navigator and go see specifically who's connected with your target contacts. And then what I did is I would see who's a second degree connection with some of the contents I'm going after. And I say, do you really know this person? If so, “can you make an intro? And that's always the best if you can get a warm handoff or a warm referral.” So maybe you don't talk to a partner. Maybe you talk to someone who's connected, who worked there. It could be someone who worked there previously. It could be someone who sold there. But somebody in your network knows the people you're trying to sell to, the CIOs. So just hitting them up and asking, do you actually know them or are you just connected? And would you mind talking to me briefly about your background with them? I'm trying to target

   In Asking for introductions

4. 25:00

   just to be clear. Enterprise selling is transformational selling. There are some major players in the space and they're not spending a lot of time with multiple accounts. They're deep diving into one or two accounts. It's not a weekly or a daily, this is what good looks like. It's a yearly plan. So Q1. “Account Planning, Knowledge Transfers, History of the Account, Month 1, 2, 3, 4, 5, 6, 7,” 8, 9, 10, 11, 12, 13, 14, 15, 16, 17, 18, 19, 20, 21, 22, 23, 24, 25, 26, 27, 28, 29,

   In Joint account planning

5. 33:10

   to hit your goal before trying to add in more prospecting or add in more demo practice or whatever, look at your calendar and say, what can I actually stop doing to create more room for strategic thinking and focus on prospecting or on whatever you need to actually hit your goal? “Number two, my favorite, prioritize RGAs. An RGA is one of two things. It is either” creating new pipeline, that's number one, or it is advancing current pipeline. Anything else is noise. Today's show is brought to you by ConsenSys, which helps your demo keep selling even when you're not in the room. Before I show a demo, I set it up like it might have to work without me. I include

   In Sourced and influenced pipeline

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