I help organizations create modern learning strategies for their people, partners, and customers | AE @ Docebo | 🎙Host of Stories of Selling Human

Sometimes in your life it feels like you lose everything.  

Like the year I was laid off.  Interviews pushed from COVID 19,  But then the real bomb hit,

My Dad got diagnosed Leukemia.

Just 5 months later, unfortunately my Dad passed away.  Despite losing so much, I'll never lose what my Dad taught me about life.  Things like selflessness, a relentless work ethic, and a thirst for knowledge.

His best lesson was how to create genuine connections with everyone in your life.  I've taken that approach to sales my whole life.  I’m still the 8 yr old kid who loved meeting people so much that he went door to door selling Ham and Cheese out of a catalog.

I got genuine connections out of it and the Sony Boombox I won wasn’t half bad either!

Highlights from 15 years in professional sales:

🔥 I launched a new team where I successfully recruited financial producers for a firm owned by Fran Tarkenton, Hall of Fame QB.

🔥I was named the top sales rep in an office of over 50 media sales people.  Judged not just by sales attainment but also by activity.

🔥At Monster, I sold the biggest partnership contract in the history of our team. $300k ARR, 3 year deal. 

What am I most proud of professionally?

A 15 minute meeting.  I drove 3 hours to Chicago to meet a client I’ve never met in person.  For 15 mins to say hi and drive back.  It wasn’t to close a deal.  It was just a Tuesday. 

Those “Just Tuesday” moments are why I love this gig.

I’ve had success in my career because I genuinely seek to understand people. 

An understanding strategy IS my sales strategy.

My relentlessness isn’t driven by my product or a sales number. I'm motivated by digging deeper to discover the “un-discovered” problem.   Sales is something that happens for and with your buyer not to them.  You're a guide on a discovery together with the intention to help and add value.  ALWAYS.

The best feeling in sales isn’t ringing a bell, (even though that’s always fun). 

The real joy is in being told three simple words.

“I trust you.” 

That’s what really lights me up and what I'm going for.

Finally, my approach in sales is guided by attuning yourself to what someone’s entire world is like, actively listening without any agenda, being genuine, and putting them first.

I call these things, “Selling Human”.  I practice it daily.  I think we can all do it.

I choose to study it.

If you want to learn it with me, listen to my podcast:  Sell By Being Human 
(wherever you get your podcasts)

AND for more,

Follow #sellbybeinghuman

Alex Smith

I’m getting on a plane to see my mom this week but I also need your help.

Hoping someone out there has worked with a parent that is searching for assisted living or memory care.

This week we’ll be looking at some places and its a whole journey I’ve bever been a part of before.

So always good to find people that have travelled that same journey.

I also know its big to shout out birthdays on Linkedin recently so shouting out my Mom for turning 79 this past week!

79 has brought a lot of joy and tough realizations.

She’s the same age as my Dad was when he passed away 6 yrs ago.

As your parents age you start counting experiences you’ll have with them in person on your hands.

Trying to squeeze in more time because you know it’s finite.

I always hear people say, 
I’m not ready for my parents to get there.

But its not about being ready.

You’ll never be ready.

Its about being present.

So value the time you have before it’s too late.

Lucky that we have this week and hopefully more weeks in our future to be present.

Presence is the present at 79.  😊

I help organizations make learning enjoyable across their people, partners, and customers | AE @ Docebo | 🎙Host of Sell By Being Human

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Ian Koniak

I help tech sales AEs perform to their full potential in sales and life with coaching, courses, and community | Sales Coach | Former #1 Enterprise AE at Salesforce | $100M+ in career sales

I help B2B Account Executives perform to their full potential by mastering their  mindset, habits, and selling skills. 

As the former #1 Enterprise AE at Salesforce globally, I teach you what works. I've sold over 100M in my career, hit quota 16 of 19 years, and broken 7 figures 3 times. 

My coaching programs help sales professionals achieve the results they know they are capable of, while also finding joy and fulfillment outside of just their work. This program is built specifically for SaaS AE's and provides the training which you likely aren't getting from your company or manager. 

Prior to starting my own business, I worked in B2B technology sales for 19 years at F500 tech companies as an individual contributor, Sales Manager, and Director of Sales, with over 100M in career sales and numerous finishes at #1 nationally, including finishing #1 in the US Enterprise Select Division of Salesforce.

Most recently I worked as a Strategic Account Director for the Enterprise West Sales team at Salesforce, where I partnered with our largest customers to help them drive growth, innovation, and success on the Salesforce Platform. At Ricoh, I led a team of 10 Sales Managers and 70 reps responsible for 60M Annual Revenue across hardware, software, and services. 

After a near death experience, I started a coaching business to serve others and help them achieve incredible success by mastering the mindset, habits, and skills needed to perform at the highest level. I've also had to overcome numerous hardships in my personal life, including nearly losing my family to addiction. 

My mission is to share my learnings over 20 years in tech sales to help AE's perform their best without sacrificing their personal time, families, or health. To hear my full story, visit www.iankoniak.com or visit https://untapyoursalespotential.com

When I'm not coaching, I enjoy spending quality time with my wonderful family, running, and traveling.

Founder & CEO

We help Account Executives perform at their full potential by mastering the mindset, habits, and skills needed to perform at the highest level in sales with our sales coaching programs and online courses.

We offer private, group, and online sales coaching programs. We teach the exact playbook Ian Koniak used to become the #1 Enterprise AE at Salesforce and close over 100M in his career. 

Through a combination of live coaching calls, online training videos, live events, and a vibrate community, we help sellers perform reach the top 1% and change their lives and their families lives forever by maximizing their impact and impact. 

To learn how to get started, book a free coaching strategy call here https://calendly.com/tanveermostafa/30min-1

Let me clear something up. Yes, as an AE, it is possible to make $1M a year in tech sales. But there are 8 *must-have* factors:

1. You need to be driving the right vehicle - i.e. working for a company in which the top performers are making 7 figures

2. You need to have an OTE (on target earnings) which allows you to make $1M if you are between 300%-400%. Know your comp plan, run the numbers, and see what you will make if you get to 300%

3. You need to maximize your commissions by selling deals when there are SPIFFS

4. You need to focus on selling to Enterprise accounts, where 7 figure deals are most common.

5. You need to target Senior Executives, understand their top priorities and challenges, and align your solutions to drive their success.

6. You need to focus on less accounts. Go high, wide, and deep in fewer accounts so you aren’t spread too thin

7. You need to get to plan with singles and doubles, then blow it out with a few big hits. A healthy mix of deals is key - never have all your eggs in one basket.

8. You need to be patient. It took me 15 years in sales to hit the 7 figures milestones and there was lots of failure and heartache along the way.

Remember:

Hard work, perseverance, resilience, focus, and execution, are just table stakes.

You need all 8 factors above to make the big bucks.

P.S.

If your goal is to make $500K-$1M/year in tech sales, watch this free training: https://lnkd.in/eWD8mTqH

I help tech sales AEs perform to their full potential in sales and life by mastering their mindset, habits, and selling skills | Sales Coach | Former #1 Enterprise AE at Salesforce | $100M+ in career sales

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