How I became #1 Enterprise AE at Salesforce: From Inward to Outward Selling
Be sure to check out my free training: How to make 500K-1M in tech sales - bit.ly/How-To-Make-500-to-1M
00:00 - Intro
1:00 - Inward Mindset Explained
2:52 - How to Sell More : Outward Mindset
4:01 - Outward Mindset Explained
4:38 - Being Authentic vs Salesy in Selling
5:12 - Importance of Listening when Selling
7:20 - How to Be a Trusted Advisor in Sales
8:25 - Stop Trying To Sell
If you want to become an Elite Seller, you must make one major change in how you sell.
You must shift from an inward focused to an outward focused seller.
Here's what inward focused selling looks like:
* My job is to sell you
* I talk, pitch, and present to you
* We discuss my companies products and services
* Hitting quota is my #1 goal
* I pressure you to buy
* I'm seen as a vendor
By contrast, here's what outward focused selling looks like"
* My job is to help you.
* I have authentic conversations with you focused on your goals and challenges.
* I listen and understand first and only pitch when I know I can help you
* Helping you hit your goals and solve your problems is my #1 goal
* I empower you to sell this internally within your company only if it's a good fit
* I'm seen as a trusted advisor
The harder you try to sell, the more you will repel.
Always remember that selling is helping.
Help others get what they want, and whatever you want will be yours as a result.
#enterprisesales #sellingtips #salestraining #saassales
Пікірлер: 22
Be sure to check out my free training: How to make 500K-1M in tech sales - bit.ly/How-To-Make-500-to-1M
I've shared this with my sales department. You're a beast Ian, thank you 👏🏻
@IanKoniak
Жыл бұрын
Love it David!!
Thank you Ian. Love your advice!
It’s funny because I’m a music producer and I was doing some research to work on my inward personality and learn to be more open to the world. When I watched this video I not only understand the mechanism of it but also why i’m not selling beats yet because i’m making music the way I want it and not providing values to other artists ! Thank you for this informative content so helpful 🙏
@IanKoniak
Жыл бұрын
Love that. This applies to both sales and life. Help others get what they want and you will always get what you want.
@Midzbeats
Жыл бұрын
@@IanKoniak Can't agree more Thank you Sir
@crystalmasters8582
Жыл бұрын
That’s on point💜
🎉thank you!
♥️ this!
Thank you this will really help a ton of people to change their focus more! It certainly helped me reaffirm how to perceive sales.
@IanKoniak
Жыл бұрын
LFG MICHAEL!!!!
Amen to being focused on the person’s needs and goals rather than your own quota and products. Press on Ian. Commission breath is the nastiest.
@IanKoniak
Жыл бұрын
It stinks!
Really useful thanks for sharing, often fall into this rabbit hole when things aren't going my way.
@IanKoniak
Жыл бұрын
yeah it never feels good to put the pressure on clients when we are "inward" selling.
7:59 having a clear process and definitions to move on is worth millions
@IanKoniak
Жыл бұрын
It literally IS worth millions!
NBC: Never be closing
🧙♂️🧙♂️🧙♂️
Ian, where did those 20k of personal development investment go? If you were to do it again, what would be the 80/20 efficiency spread?
@IanKoniak
Жыл бұрын
I spent it joining a Mastermind and Hiring a coach. Have repeated this every year.