Show 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 KoniakLinkedInWebsiteIn 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/nicholasthickettFollow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmithJoin the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.