The Lowly SDR Podcast

Selling With Purpose: How To Be A Better Person & Sales Rep ft. Ian Koniak, Strategic AE at Salesforce

June 15, 2020 The LowlySDR, Tyler Cole, Ian Koniak Season 1 Episode 6
The Lowly SDR Podcast
Selling With Purpose: How To Be A Better Person & Sales Rep ft. Ian Koniak, Strategic AE at Salesforce
Chapters
0:00
Show Intro
1:12
Ian Koniak Guest Intro
3:10
"I'm 23, no job. I gotta save up enough to fly her here, support both of us, get an apartment, and pay for her college"
4:04
Finding the "sport" of Enterprise Selling (Discovering Salesforce)
7:10
Transitioning from Product to Software Sales
7:38
Ian Shares his First Million Dollar Deal
10:10
Changing Messaging w/ Every Touch Point
13:27
False Confidence due to Results
14:10
Ups & Downs of Sales
15:04
"It's not whether or not your client believes that your service will deliver what you say. That doesn't matter if they believe. What matters more is that they believe that YOU believe."
17:02
Numbers are down, I'm down, I'm ready to leave Salesforce
18:38
"I hit 98% of my plan"
19:15
Rock Bottom - It's time to Change
19:45
Sell Better by being a Better Human
21:15
"I don't know everything" (Show me the Way)
23:33
"I felt hopeless"
25:40
How do you Juggle all your Responsibilities? (Work less if you want to do it all)
27:12
"You can't be the best sales person until you're the best person"
28:15
You HAVE to GRIND
28:40
You have to believe you Belong in the Room
29:50
"Serve others and in doing so you will be served"
31:20
Health and Spirituality come FIRST
32:04
Episode Transition to Part 2 (Commercial Break)
34:15
Part 2 Begins (People Giving aren't the Results Oriented People)
35:25
"Money is not evil"
36:10
Just LISTEN (What are the challenges? What's top of mind?)
37:20
Worry about what YOU can CONTROL
38:10
Play the Long Game
40:22
Not having Time is a False Excuse (Do what is most important)
40:55
Sales can be Fatal. Addiction is Prevalent.
42:00
Start w/ Healthy Habits
42:30
Invest in Process not Quota Attainment
44:46
"We're in the people business"
45:15
"Judging yourself by your performance at work LITERALLY will KILL you"
46:15
AUTHENTICITY
48:23
"Don't be interesting, be INTERESTED"
49:00
Where to find Ian?
49:58
There is Hope
52:40
Show Outro
The Lowly SDR Podcast
Selling With Purpose: How To Be A Better Person & Sales Rep ft. Ian Koniak, Strategic AE at Salesforce
Jun 15, 2020 Season 1 Episode 6
The LowlySDR, Tyler Cole, Ian Koniak

Today on "The Lowly SDR Podcast" we are speaking with Michael Jordan or if I had it my way... the Lebron James of enterprise sales. The man who has closed more revenue in one quarter than myself and my co host combined, Ian Koniak. Ian is an enterprise sales rep for Salesforce and is now teaching all us lowly sales reps how to go from selling copiers to closing 8 figure deals and how to become better humans along the way. In this episode we cover...

1. How can you sell better by being a better human being?

2. When is the time to forget sales tactics and just be your authentic self?

3. How do you quarterback your team through an enterprise sales cycle?


Abuveground: https://www.linkedin.com/company/abuveground


Ian Koniak: https://iankoniak.com/


Ian LinkedIn: https://www.linkedin.com/in/iankoniak/


Salesforce: https://www.linkedin.com/company/salesforce/

Support the show (https://www.patreon.com/AbuvegroundLLC?fan_landing=true)

Show Notes Chapter Markers

Today on "The Lowly SDR Podcast" we are speaking with Michael Jordan or if I had it my way... the Lebron James of enterprise sales. The man who has closed more revenue in one quarter than myself and my co host combined, Ian Koniak. Ian is an enterprise sales rep for Salesforce and is now teaching all us lowly sales reps how to go from selling copiers to closing 8 figure deals and how to become better humans along the way. In this episode we cover...

1. How can you sell better by being a better human being?

2. When is the time to forget sales tactics and just be your authentic self?

3. How do you quarterback your team through an enterprise sales cycle?


Abuveground: https://www.linkedin.com/company/abuveground


Ian Koniak: https://iankoniak.com/


Ian LinkedIn: https://www.linkedin.com/in/iankoniak/


Salesforce: https://www.linkedin.com/company/salesforce/

Support the show (https://www.patreon.com/AbuvegroundLLC?fan_landing=true)

Show Intro
Ian Koniak Guest Intro
"I'm 23, no job. I gotta save up enough to fly her here, support both of us, get an apartment, and pay for her college"
Finding the "sport" of Enterprise Selling (Discovering Salesforce)
Transitioning from Product to Software Sales
Ian Shares his First Million Dollar Deal
Changing Messaging w/ Every Touch Point
False Confidence due to Results
Ups & Downs of Sales
"It's not whether or not your client believes that your service will deliver what you say. That doesn't matter if they believe. What matters more is that they believe that YOU believe."
Numbers are down, I'm down, I'm ready to leave Salesforce
"I hit 98% of my plan"
Rock Bottom - It's time to Change
Sell Better by being a Better Human
"I don't know everything" (Show me the Way)
"I felt hopeless"
How do you Juggle all your Responsibilities? (Work less if you want to do it all)
"You can't be the best sales person until you're the best person"
You HAVE to GRIND
You have to believe you Belong in the Room
"Serve others and in doing so you will be served"
Health and Spirituality come FIRST
Episode Transition to Part 2 (Commercial Break)
Part 2 Begins (People Giving aren't the Results Oriented People)
"Money is not evil"
Just LISTEN (What are the challenges? What's top of mind?)
Worry about what YOU can CONTROL
Play the Long Game
Not having Time is a False Excuse (Do what is most important)
Sales can be Fatal. Addiction is Prevalent.
Start w/ Healthy Habits
Invest in Process not Quota Attainment
"We're in the people business"
"Judging yourself by your performance at work LITERALLY will KILL you"
AUTHENTICITY
"Don't be interesting, be INTERESTED"
Where to find Ian?
There is Hope
Show Outro