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**Four Actionable Takeaways: **
Talking to execs: figure out their pain points and do the digging in the weeds for them
Start high, work down the chain, then bubble back up in one business case (Yo-Yo Selling)
Leverage your executive champion to make intros and walk them through the process
Lean on your technical resources for a better buyer AND seller experience
Ian’s Path to President’s Club:
Strategic Account Director @ Salesforce.com
#1 Account Executive in the Enterprise Select Division of Salesforce.com
42 consecutive months over quota
Founder of Ian Koniak sales training/consulting
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