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
Click here for the full Terms of Service.