Many top sellers using account-based selling are within large tech and SaaS companies. In today’s episode of The Sales Evangelist, Donald is joined by sales coach and consultant Ian Koniak to discuss how those large enterprise companies create and coordinate successful sales strategies.
Transitioning from transactional to strategic selling:
- He tried to approach his sales techniques in a more activity-scientific manner instead of qualitative.
- When Ian transitioned to Salesforce, quantity and hustling didn’t work. It wasn’t practical to get in the door or drive change.
Three qualities for top-performing sellers in tech:
- They’re authentic. People have a bad image of salespeople, but top performers are genuine and there to help their prospects and clients solve a problem.
- They care for the clients before, during, and after the commission check.
- They have Integrity for the work. The best sellers help potential clients solve their problems to ensure the client’s long-term success.
Differentiating a top seller:
- Their work habits are different, they’re focused and organized, and they value their time.
- They determine the different needs and solutions a specific company might have and build relationships across multiple stakeholders to understand those issues.
- Identify where employees spend their time and how your solutions can apply to them.
- They understand where the company wants to go, what’s stopping them from getting there, and what they can do about it.
It all comes down to focus.
- The seller knows when to say no, and focuses on strategic accounts and strategic executives within those accounts.
- They invest their time in the change agents who can make the largest impact within the company.
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This episode is brought to you in part by Skipio.
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This episode is brought to you in part by Closers.io.
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