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Prospecting to Power

TOTAL TIME: 4HR 11MIN

  • My story: From missing quota 3 years in a row to #1 at Salesforce
  • How to get a seat at the Big Table
  • Researching Accounts, Individuals, and Developing your Point of View
  • Account Planning
  • The Power of Personalization
  • Impactful Executive E-mail copywriting
  • Putting it all together: writing effective e-mails that convert
  • Effective follow up: how to add value with every touch point
  • Objection Handling During Prospecting
  • Bottom up selling: How to go higher when you start low
  • Examples of Bottom up Selling from Ian's coaching clients

 

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What People Are Saying:

Just closed the biggest deal of my career so far thanks to what I’ve learned in the program and 1:1 coaching with you.

Myron Bryant, Account Executive - Nonprofit @ Salesforce

I get 3x as much done in the same amount of time. Since joining the program, I have attained over 100% improvement in my quota at work and I will blow past my multi-year quota in Q3!

Matt Livingston, Named Account Executive @ Salesforce

Just wanted to thank you for all the help with [BIG ACCOUNT]. Got it closed on Friday (and had a few “base hits” as you’d say) and ended up at 140% and #1 for the quarter!

Thomas Haggarty, Enterprise Account Executive @ FullStory