Ian Koniak is the founder of Ian Koniak Sales Coaching. He helps B2B account executives perform to their full potential by mastering their mindset, habits, and selling skills. His weekly newsletter provides ongoing sales training videos.

As the former #1 Enterprise AE at Salesforce globally, Ian teaches you what works. He’s sold over 100M in his career, hit quota 16 of 19 years, and broken 7 figures 3 times.

Ian’s coaching programs help sales professionals achieve the results they know they are capable of, while also finding joy and fulfilment outside of just their work.

Our podcast goes super deep on overcoming addiction, recovery, mindset, sales, outbound research, discovery calls and closing high ticket deals.

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(00:00) My introduction to Ian Koniak
(04:14) Scarcity mindset versus an abundance mindset
(09:00) The value of near death experiences
(12:00) Addiction and recovery struggles
(16:11) Ian Koniak's $1.5M in revenue online
(18:36) Inward vs. outward mindset
(24:40) SPIN selling and discovering challenge and pain
(27:40) How to help others to bring more values
(33:10) Ian's revenue numbers from 2020 to 2023
(35:10) How Ian's social media blew up his business
(43:15) Selling service based business before products   
(46:00) Make your mess your message
(48:04) How to respond to rejection vs. objection
(53:05) How to overcome price objection
(59:16) How to position social proof to close more deals
(01:02:11) The outbound message process and research
(01:10:11) Ian Koniak's goals for 2023

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