Ian Koniak

I help tech sales AEs perform to their full potential in sales and life with coaching, courses, and community | Sales Coach | Former #1 Enterprise AE at Salesforce | $100M+ in career sales

I help B2B Account Executives perform to their full potential by mastering their  mindset, habits, and selling skills. 

As the former #1 Enterprise AE at Salesforce globally, I teach you what works. I've sold over 100M in my career, hit quota 16 of 19 years, and broken 7 figures 3 times. 

My coaching programs help sales professionals achieve the results they know they are capable of, while also finding joy and fulfillment outside of just their work. This program is built specifically for SaaS AE's and provides the training which you likely aren't getting from your company or manager. 

Prior to starting my own business, I worked in B2B technology sales for 19 years at F500 tech companies as an individual contributor, Sales Manager, and Director of Sales, with over 100M in career sales and numerous finishes at #1 nationally, including finishing #1 in the US Enterprise Select Division of Salesforce.

Most recently I worked as a Strategic Account Director for the Enterprise West Sales team at Salesforce, where I partnered with our largest customers to help them drive growth, innovation, and success on the Salesforce Platform. At Ricoh, I led a team of 10 Sales Managers and 70 reps responsible for 60M Annual Revenue across hardware, software, and services. 

After a near death experience, I started a coaching business to serve others and help them achieve incredible success by mastering the mindset, habits, and skills needed to perform at the highest level. I've also had to overcome numerous hardships in my personal life, including nearly losing my family to addiction. 

My mission is to share my learnings over 20 years in tech sales to help AE's perform their best without sacrificing their personal time, families, or health. To hear my full story, visit www.iankoniak.com or visit https://untapyoursalespotential.com

When I'm not coaching, I enjoy spending quality time with my wonderful family, running, and traveling.

Founder & CEO

We help Account Executives perform at their full potential by mastering the mindset, habits, and skills needed to perform at the highest level in sales with our sales coaching programs and online courses.

We offer private, group, and online sales coaching programs. We teach the exact playbook Ian Koniak used to become the #1 Enterprise AE at Salesforce and close over 100M in his career. 

Through a combination of live coaching calls, online training videos, live events, and a vibrate community, we help sellers perform reach the top 1% and change their lives and their families lives forever by maximizing their impact and impact. 

To learn how to get started, book a free coaching strategy call here https://calendly.com/tanveermostafa/30min-1

What’s the difference between how a consultant sells, and how a typical software AE sells?

In one word: EVERYTHING!

My first four years at Salesforce, I spoke to customers like many AE’s do.

I was friendly, charismatic, and asked a lot of questions about their current situation.

If I thought we could help the client, I shared our value proposition, overview of the software, and asked for next steps, such as a demo or deeper discovery.

I worked hard and considered myself a good “closer,” who could reel in any fish I had on the line using discounts, incentives, and old-fashioned persistence.

Overall, this approach worked okay, and allowed me to make 200K-300K/year on average.

Pretty good living, right?

I thought so too.

But I never BLEW IT OUT of the water.

While my income was decent, I felt like a failure compared to many reps selling over 200% of quota and making BIG money at Salesforce!

I wanted to know what they were doing differently.

One thing I consistently heard is that the top performers were using a “consultative selling” approach, and many of them engaged a group at Salesforce called “Ignite.”

This group only worked with the most strategic accounts who wanted to transform their business, and their approach centered around design thinking to drive digital transformations.

I was determined to run an Ignite in one of my largest new logos: Berkshire Hathaway Home Services.

I engaged my Ignite Partner, a man named Noah Flower

I was fortunate to book a meeting with the COO of BHHS, and invited Noah to join me.

When I saw how Noah interacted with him, my mind was blown.

He asked strategic questions focused on the COO’s highest priorities, biggest challenges, and long term vision for the company.

He listened attentively, dug deeper to understand everything the COO shared, and was deeply curious and interested in the clients business.

Not once did he mention anything about our Salesforce or our solutions.

At the very end of the meeting, he said that he believed we could help, and shared more about Ignite.

For this to work, we would first need to gain consensus from the C-suite, and Noah offered to help our COO prepare for an internal stakeholder meeting.

Within a month, we had 1:1 interviews with their CEO, CFO, and CIO.

Within 6 months, we had closed the largest deal of my career after running an Ignite.

That year I finished #1 at Salesforce, and made club every year thereafter.

Noah changed my life by showing me a much better way to sell.

The reason Noah was so effective in front of customers is because he was not a “seller.”

He was a consultant, who spent 7 years at Deloitte prior to joining Salesforce.

And now, I’m thrilled to share Noah’s wisdom with you in a Fireside Chat. 

For AE’s looking to shift from transactional selling to consultative selling, this interview is worth its weight in gold.

You can find the full interview here: https://lnkd.in/gqESPGgK

I help tech sales AEs perform to their full potential in sales and life by mastering their mindset, habits, and selling skills | Sales Coach | Former #1 Enterprise AE at Salesforce | $100M+ in career sales

Aerosteel Industries

ASI is a leading distribution company that specializes in providing high-quality parts and components to the aerospace and defense industry. We partner with the world’s biggest aerospace and defense OEMs to deliver innovative and reliable solutions for their complex and demanding requirements.

Our commitment to our customers never waivers - as we uphold the strictest quality standards. 
We hold the following certificates and qualifications:

- ISO9001:2015 / AS9120B
- AS5553
- AS6174
- ITAR / DDTC
- WOSB

Chief Executive Officer

Flosum

Helping North America's largest customers in the financial sector release code faster, more securely, and accurately with the only Salesforce-native CI/CD platform.

Strategic Account Executive

Salesforce

● #1 in America in Q1, #2 through Q2 out of ~1500 AE's.
● #1 in Q1 & Q2 in the Central out of ~450+ reps, finished top 1%.
● 200% attainment for Q1, 128% attainment for Q2.
● Engage with the C-Level in all business units, identify business problems, and show the customer how Salesforce can help drive improved business outcomes.
● Quarter back the sales cycle and strategy from prospecting to close while collaborating with co-Primes, Sales Engineers, CSG, BVS, Upper Management, and Implementation partners.
● Cross-sell and up-sell current customers, while developing relationships with new-logo customers.
● Create strategic account plans for my prospects and customers to consistently close 6 figure deals.
● Coordinate, document, and present a business case focused on business problems, expected outcomes, key metrics, and measures for tracking success and expected value.
● Develop mutual action plans to keep the customer accountable and the deal on schedule.
● Create long-lasting partnerships with my customers by being a trusted advisor and industry expert

Account Executive

Citrix

● Q1 attainment – 179% 
● Q2 attainment – 210%
● Q3 attainment – 140%
● Consistently top 10% out of 100 reps in pipeline build, LinkedIn engagement, and closing ratio with a 49.8% opportunity-to-close ratio.
● Prospect, sell into, and manage current, and net-new Enterprise customers.
● Take a consultative sales approach with C-level executives, as well as other stakeholders.
● Actively listen to help the client identify key areas where Citrix can help solve their problems around Cyber Security / SASE / Zero Trust Network Access.
● Strategically plan my territory and set up sales plans to consistently exceed quota.
● Present TCOs, ROIs, and Discovery agreements to C Level Executives, identifying their current state, future state, and the gap to help drive the deal to close.
● Coordinate, document, and present a business case focused on customer issues, expected outcomes, key metrics, and measures for tracking success and expected value.
● Leverage relationships with partners to build trust and build sales within the territory.
● Create new opportunities through the creation and execution of new business development strategies.
● Collaborate with networking, visualization, and inside and outside counterparts to help build the value of Citrix.
● Manage pipeline while using stage-based selling to progress deals.

Bocatronics

● Originate and expand sales from $0 to $3.5M in 10 months; manage other Fortune 500 enterprise accounts in a specific territory for a total of $6.4M in sales; exceed sales quotas by 110 - 250 percent consistently.
●Hunted, Prospected, originated, and expanded key prospects and customers in the Aerospace and Defense Verticals.
● Respond to RFI / RFP / RFQs,  read and interpret quality clauses as well as federal Government flow-downs to ensure we can abide by the customer's requirements. 
● Research and qualify prospects using LinkedIn Navigator, Lead411, and other resources.
● Cultivate relationships with C-level executives and other key decision-makers to close large-scale, complex procurement packages.
● Selling in a direct and partner model through various channels of distribution, and direct to OEMs through the supply chain.
● Contact and develop relationships with prospects by phone, email, and various social media platforms.
● Strategically create a territory plan and execute it to consistently exceed quota.
● Create sales strategies to ensure top buyers, and companies are targeted.
● Maintain relationships within all levels of client organizations.
● Conduct business analysis to deploy customized solutions for targeted users.

Key Account Executive

V4 Marketing Solutions

● Generated $1M+ in annual sales in four years in a row; top earner three consecutive years.
● Identified customer needs and sold creative marketing solutions, Packaging, Pharmaceutical Inserts, upsold basic marketing materials into full marketing packages.
● Use a solution selling approach to solve customers’ problems.
● Crafted strategies to identify key businesses to prospect and reached out to clients by phone and email.
● Met with prospects face-to-face to understand needs; closed profitable deals with high success rate.

Senior Account Executive

● Collaborated with customers to understand needs and provided marketing service recommendations.
● Sold basic marketing services over telephone and face-to-face.
● Developed rapport with customers, upsold services, and built a loyal customer base.

Inside Sales Representative

With over 18 years of sales experience, I’ve built a solid North American network in many industries spanning from Aerospace and Defense OEM's to Large financial institutions. 

I have helped customers solve problems in getting from A to B with the following solutions: 
CRM, Sales, Marketing, Service tools, Cyber Security, Data Analytics, BPM automation.

I am passionate about helping companies improve their business processes and maximize their efficiency by providing them with the tools to connect with their customers, at any time, from anywhere.

My most inspiring customer success stories include Citi Bank, BoA, Blue Shield, Boeing, Northrop Grumman, Raytheon, Lockheed Martin, and Valent Pharmaceuticals.

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