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 Koniak

• LinkedIn
• Website

In 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/nicholasthickett

Follow Morgan Smith on LinkedIn: https://linkedin.com/in/morganjsmith

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