Podcast episode
How to Close $10M+ Deals & Make $1M W-2 | Ian Koniak
30 Minutes to President's Club25 Feb 202538 min
Description
FOUR ACTIONABLE TAKEAWAYS Create a Not-To-Do List: Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing. Prioritize RGAs: Focus only on activities that create new pipeline or advance existing deals. Everything else is a distraction. Enterprise Deal Timeline: Q1 is for building a POV and landing initial meetings. Q2 is for discovery and securing an executive sponsor. Q3 is for proposal, negotiation, and procurement. Q4 is for closing. Rule of 100 for Enterprise Outreach: Target the top 20% of accounts with high potential. Reach out to 10 executives with at least 10 touches each—totaling 100 strategic touchpoints per account. PATH TO PRESIDENT’S CLUB Founder of Ian Koniak sales training/consulting Strategic Account Director @ Salesforce.com Director of Sales @ Ricoh RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Ian’s free training 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
I might be working 10 hour days. It has to be more than two to three hours. I'm hoping you could unpack that for the audience a little bit more. So two to three hours is consistently what I hear. So we have to define what is in that two to three hours. And it's very simple. It's anything that creates pipeline, which would fall under prospecting and anything “that advances pipeline, which would fall under things like scheduling.” and Airbus. or a follow up with the client or closing or getting an order form out or negotiating legal contrast all that stuff everything after it's a real deal on average people are wasting two to three hours a day from just not even working that's the scary thing