Today, we welcome Ian Koniak, Dean of Enterprise Sales School at Pavillion and the Founder and CEO of Ian Koniak Sales Coaching Inc. Long-lasting relationships are at the core of Ian’s success as the top enterprise sales rep at Salesforce. He shares how the 80-20 Pareto rule applies to prioritizing your clients and his eventual move to entrepreneurship. Ian digs into his KPIs for growing a multimillion-dollar business and his copyrighted PREDICT test that sales reps can use to measure if a deal is going to close or not. He also stresses that you are not your number however, when your ego is high, you behave badly too.  TakeawaysLess is more, so the 80-20 rule lets you focus a majority of your efforts into the top 20% of your A accounts.PREDICT Test:P - Problem with painR - ReasonE - EngagementD - Decision-maker/Decision processI - ImpactC - Cost of inactionT - TimelineYou are not alone with your mental health struggles, especially around addiction and recovery. Quote of the Show"The myth I want to debunk is that more activity equals better results and that actually is not true. It's true if you're in a transactional role. It's true if you have a quick sales cycle and you're selling and you have a huge list, but for enterprise selling, more does not mean better. Less is more. It's the 80-20 rule." - Ian Koniak Connect with Ian on addiction recovery or sales coaching in the links below:LinkedIn: https://www.linkedin.com/in/iankoniak/Website: https://www.untapyoursalespotential.com/ Ways to tune in:Amazon MusicApple PodcastSpotifyGoogle PodcastYouTube: https://youtu.be/6KEho9RSaHs

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