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Four Actionable Takeaways:
* Explain why any step would be better than the status-quo. Next, explain why your solution fits best.
* Utilize your champion (until proven guilty) at which time it is okay to go over their head.
* Never bash your champion, they will likely get reintroduced later on in the cycle.
* Share your thesis when speaking with an executive, then jump into the gravity in their eyes.
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Ian’s Path to President’s Club:
* Founder of Ian Koniak sales training/consulting
* Strategic Account Director @ Salesforce.com
* #1 Account Executive in the Enterprise Select Division of Salesforce.com
* 42+ consecutive months over quota
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