Ian Koniak - Untap Your Sales Potential
overview
Course Overview
One year access to the 24/7 on-demand online portal
Step-by-step video lessons
Workbooks & templates
Mobile App
Access all 12 modules to help you crush your quota
Who It's for
Sas or services sellers who sell complex software or service
AEs looking to learn strategic selling skills
Hard workers who feel lost and don't know what to be working on
What you will learn
Mindset of Sales Champions
- Start with Why
- Get to an "ALL IN" state
- Live and work with integrity
Habits of Sales Champions
- Plan & execute RGA's all day
- Master time management
- Eliminate bad work habits
Fundamentals of Strategic Sales
- Transactional vs. Strategic Sales
- Win at the Enterprise level
- Use team selling to close large deals
The Science of Selling: Paving your path to Success
- Perform consistently every quarter
- Set goals using an Income Planner
- Learn how to make 500K-1M selling Enterprise software
Territory Management and Account Planning
- Master the 80/20 rule to win your biggest deals
- Build out your Territory and Account plan
- Learn essential Hunting & Farming skills
Mastering your Message
- Refine your Elevator Pitch
- Understand the Problem you Solve
- Target your message to Senior Executives
Prospecting to Power
- Book more meetings with Senior Executives
- Improve your e-mail copywriting skills
- Phone and video prospecting masterclass
Impactful Executive Conversations
- Learn to think and speak like an Executive
- Gain Executive Sponsorship quickly
- Use power to compress your deal cycles
Winning with Discovery
- Run powerful discovery meetings
- Master the 5 Types of Discovery
- Multi-thread across the organization
Stories that Sell
- Use Storytelling to build powerful proposals
- Create a compelling business case
- Leverage the Killer Proposal Template
Closing the Complex Sale
- The 10 Laws of Closing Complex Sales
- Pressure free closing strategies
- Negotiation Masterclass
Yo-yo selling in action
- Use Yo-yo selling to win large deals
- Design thinking in action
- Story of Berkshire Hathaway HomeServices
Leslie's Hot Take
Every conversation with Ian feels like a weight lifting.
Untap Your Sales Potential is for you if you want a whole sales transformation. From enterprise level skills to mastering your mindset, Ian has done incredible work developing sales people who lead with intention and integrity, providing their clients world class service. Every conversation with him feels like a weight lifting.
If you have a complex sales process, or are an enterprise AE, this program will unlock your self limiting beliefs and give you a process to maximize your earnings. You will leave the program completely renewed and energized.
Leslie Douglas
VP of Sponsor Sales, Host
What people are saying
Just closed a $25M, 4 year deal and could not have done it without you! 2023 is on it's way to being the best on in my career. Thanks brotha!
Rich McGrew
Sr. Sales Director, Strategic Accounts @ Brightcove
Yesterday I closed a 3 year, $500k/year ACV deal just 14 WEEKS after starting at my new organization. This is the first full platform net-new purchase in company history and puts me at #9 globally for the year. I'm so grateful for this program - both from a confidence and execution perspective. Looking forward to continued growth and success!
Lori Ferro
Enterprise Account Executive @AuditBoard
3 years ago, I reached out to Ian Koniak asking for help. Since then and after using many of his techniques, I’ve got 3 promotions, 2 pclubs, and a new role. These are challenging times for sale reps.... it is time to step up our game and invest in ourselves. Keep yourself accountable and remember that at some point... perseverance meets opportunity.
Nicolas Giraldo
Corporate Account Executive @Hubspot
This program has been incredible! It has helped take me from a transactional sales rep, with no real background in tech, to the #2 salesperson out of 1000 at a large Sequoia backed company. On top on that Ian's story and push to personally develop has led me on a radical journey to reinvent myself personally. Will forever be grateful for this program.
Nicolas T Bryant
Account Executive Verkada
Meet your instructor
Meet your instructors
Ian Koniak is President and Founder of Untap Your Sales Potential, which helps AE's go from good to great by mastering the mindset, habits, and skills needed to perform at the highest level in sales. As a speaker, trainer and an expert on B2B tech sales, Ian has led national training workshops for Fortune 500 companies and his message has been shared in a variety of media including several leading top 100 podcasts.
With over 100M sold in his career, Ian was the former #1 Enterprise Account Executive at Salesforce.com and is the Acting Dean of Pavilion's Enterprise Sales School.
Buying for your team can be hard. Please schedule a call with Leslie to signup your team or hear about our other courses.
