Big Deal Story Alert. Ian, a former #1 enterprise account executive at Salesforce shares his journey from transactional to enterprise selling. He detailed his 8 figure deal with Berkshire Hathaway Home Services, where he faced initial rejection and then re-grouped and re-positioned to land one of the largest deals in Salesforce history. Great story for sellers and leaders to think big for 2024! # Timestamps: [0:01:11] - Background: Ian shares his journey from transactional to enterprise selling. [0:03:25] - Deal Setup: Intro to Account Current State and explaining scale and context of the company (50,000 real estate agents). [0:07:10] - First Challenges: Details on initial challenges and rethinking strategy based on initial rejection in the account. [0:11:43] - Uncovering Larger Needs: identifying broader challenges within client’s organization, going beyond the initial project scope. [0:12:08] - Diving Deep into Client’s Problems: Further exploration of the client's internal struggles and market challenges. [0:19:11] - Selling the Vision: how to sell the change vision. [0:21:02] - Gaining Momentum: gaining traction by aligning with the client's top priorities and business needs. [0:23:18] - Outmaneuvering Competition & Closing the Deal: how Ian positioned Salesforce uniquely, reducing competition. [0:34:03] - Advice for Transitioning Sellers: Ian's advice for transactional sellers looking to move into enterprise selling. Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/ Resources from Ian: Free Enterprise Sales Training: HOW TO MAKE $500,000 TO $1,000,000/YEAR IN TECH SALES Learn more about Ian's Coaching Programs & Community: https://www.untapyoursalespotential.com/ Thank you to OrgChartHub for Sponsoring this episode. OrgChartHub helps HubSpot customers get big deals done since 2018. Learn more at http://orgcharthub.com/podcast Questions, comments, ideas - reach out to: https://www.linkedin.com/in/andrewkappel/