Mindset & Personal Development

  1. "Chasing extrinsic goals (money, status, recognition) is a sprint you can never win. Whereas chasing intrinsic goals (growth, connection, contribution) is a marathon that you can run forever, and enjoy every step of the way." [1]
  2. "I always believed that reaching the very top of the sales mountain would bring happiness and fulfillment, but it turns out I was wrong. You see, if you climb a mountain but are all alone when you get there, it's not worth it." [1]
  3. "You are NOT your number. Many salespeople believe success is simply a reflection of their W2 or quota attainment. The problem is that this belief can lead to a life of constant stress, anxiety, and disappointment and devalues all the things which make us great." [2]
  4. "The key to being great in sales is to be really great at having conversations and actually listening and understanding and connecting with people — being a good person and actually trying to help and not being attached to outcomes." [3]
  5. "Knowing your “Why” and having a personal mission statement are really important... I'm constantly recalibrating my why not just in the beginning of the year, but during the year as well." [4]
  6. "Hard now = easy later. Easy now = hard later. That's my mantra for 2021. Doing the hard things now makes life easier in the future." [2]
  7. "What's the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!" [5][6]
  8. "The first step to growth is humility." [7]
  9. "Your sense of worth has nothing to do with your W2." [7]
  10. "Mindset is everything. If we have a really good mindset, we have such bigger goals and aspirations." [8]
  11. "Work on yourself is equally as important as working on your business." [4]
  12. "I'm a kind loving humble in spirit I'm hardworking focused and disciplined in action I respect listen to present with others I lead by example and I serve with all of my heart and I put God's will before my own." (Ian's affirmation) [8]

Sales Strategy & Process

  1. "Pareto Principle in Sales: 80% of your sales will come from 20% of your customers... Less is more." [5]
  2. "My territory went from 10 accounts to 5 accounts to 3 accounts to 2. And every time the territory got smaller, I performed better." [5]
  3. "Make your number one intention helping your client achieve a goal rather than pitching your product." [9]
  4. "People buy from people. Human to human. Trust, connection, and belief that you can help them is what leads to sales, not methods." [10]
  5. "The biggest shift I made to get to the top of the sales game fundamentally has nothing to do with selling skills it has to do with intention. And it has to do with heart... When you're selling with love, you are an outward focused salesperson." [11]
  6. "A problem's not a problem until there's pain associated with it." (From his PREDICT framework) [3]
  7. "A fantastic way to understand how and where you help your customers is to become their customer first." [2]
  8. "Solid discovery is what leads to sales." [10]
  9. "I'm fine with no. I'm not okay with maybe. Maybe is not powerful maybe as mediocre maybe is marginal." [9]
  10. "Sales is not about talking somebody into something they don't want. And it's not about talking someone into something they don't need." [9]
  11. "One of the biggest shifts Ian made when he started doing enterprise sales at the highest level was finding agents of change in an organization." [3]
  12. "If you help enough people get what they want you're always going to get what you want." (Quoting Zig Ziglar) [11]
  13. "The main reason they will choose YOU over a competitor, is because they feel confident that you have the experience and knowledge to DELIVER RESULTS." [6]
  14. "Transactional sales are a grind, literally." [3]
  15. "When you only have 2 accounts, it forces you to get creative, research, and develop a highly tailored Point of View (POV)." [5]
  16. "The most overlooked sales skill is altruism." [7]
  17. "My job is not to talk you into anything my job is to understand what you're looking for to help you understand what we do." [9]
  18. "I see myself as an equal to these executives." [7]
  19. "I want to know is that when I talk to a client I'm versed in being able to connect with them very quickly build trust build credibility." [7]
  20. "If you can't help them walk away if they don't want help walk away." [7]
  21. "This way of selling that's external customer-focused actually is more effective than the traditional way of selling, which is me-centric versus customer-centric." [4]
  22. "Really thinking about the impact that your products and services make on not only your customers but their customers." [7]

Habits & Productivity

  1. "The golden rule of time management: THE QUALITY OF TIME YOU WORK WILL DETERMINE THE QUANTITY OF TIME YOU HAVE OUTSIDE OF WORK." [2]
  2. "Parkinson's law says work expands to fill the time allotted... if you allow something 12 hours it'll take you 12 hours but that same amount of work you probably can do in six seven or eight hours." [12]
  3. "Longevity, consistency, discipline, and energy... will make sellers GREAT!" [12]
  4. "There is a reason there is a Sabbath there is a day of rest for a reason it's because work is hard and you need to refuel to be able to show up fully for the week." [12]
  5. "If you're burnt out if you're just dead tired and exhausted it's going to be very hard to be consistent." [12]
  6. "We're only going to be as successful as our weakest link... if our weakest link is that you know our health is is off or our our marriage is is not doing as well... he helped me be able to see hey what are my current habits and what are habits that I can shift to be a bit more productive." [8]
  7. "Set boundaries around work when I'm working and when I'm not working." [12]
  8. "If you just take care of your diet, your exercise your sleep um and your hydration generally you're going to show up with a lot of energy and it's going to help you not feel burnt out because you physically feel really really good." [12]

Communication & Connection

  1. "Selling skills are the ability to communicate effectively." [11]
  2. "Selling skills are the ability to ask powerful questions that uncover a need or a goal or a challenge that you can address." [11]
  3. "Selling skills are the ability to convey the value of what you bring to the table and connect it to that need of your client." [11]
  4. "The best sales strategy is being authentic being real and trying to serve your clients." [13]
  5. "We have all these different ways to communicate but in a way we come we become almost very isolated sometimes and forget what human interaction is like." [13]
  6. "How your customers FEEL when they engage with you." (is more important than the sales method you use) [10]
  7. "Connect them with other successful, happy customers who have also been on this journey to give them confidence this can be done." [6]
  8. "Simple act of getting to their why and making sure it's really important and understanding really builds that human to human connection." [7]

Learn more:

  1. Top 3 Ways to Living a Happy, Fulfilling Life - Ian Koniak - Sales Coaching
  2. sales tips Archives - Ian Koniak
  3. 78. How to Break into Enterprise Sales w/ Ian Koniak - B2B Power Hour
  4. Sales Tip 621: Recalibrate Your Why - Ian Koniak - Daily Sales Tips - Sales Success Media
  5. Pareto Principle in Sales: 80/20 rule - Ian Koniak
  6. Sales Training: Why do customers buy from YOU? - Ian Koniak
  7. S2E17 - The first step to growth is humility with Ian Koniak of Salesforce - YouTube
  8. Honest Review of Ian Koniaks Untapped Your Sales Potential - YouTube
  9. How to be Comfortable Selling High Dollar Offers | Ian Koniak Recap - YouTube
  10. Which sales methodology is best? - Ian Koniak
  11. Focus on Sales While You're Serving Customers - ‪@IanKoniak‬ - YouTube
  12. 3 Tips to Prevent Burnout in Sales - YouTube
  13. NEW EPISODE: Mastering High-Ticket Sales w/ Purpose & Integrity– Ian Koniak |Dubb Connection Loop - YouTube