Themis Papathanasiou

AE at Jamf

The program was very enlightening and succinct in terms of content. I learned a lot about strategic sales and how different it is from transactional sales. Ian shared a lot of real-life examples from his days at Salesforce and how he approached different scenarios and deals. I was able to apply this knowledge from day one since I started the program and I have already seen a difference in how I run my discovery calls, the calibre of questions I'm asking and how I close deals in tandem with a customer without being pushy or needy. Anyone who is looking for SaaS Sales Training needs this program. Hands-down one of the best decisions I've made. Thanks Ian

Sean O'Kane

Large Enterprise Account Executive, Productboard

Honestly, I learned more from Ian in three months than I have in 15 years of internal sales trainings. His courses and mentorship are not only recently proven and applicable, but they completely changed my approach to Large Enterprise sales. Thanks to Ian, I now have expertise in selling to C-level executives in Fortune 100 companies, monetizing problems, and creating compelling business cases that show how my solution can transform a company's business. Most importantly, he helped me change my mindset to focus on making my clients successful, which has made a huge impact on my performance. If you're looking to take your Enterprise sales skills to the next level, I highly recommend Ian. He's an excellent teacher and his lessons will stay with you throughout your career!

James Lewendon

Sales Enablement Director

Recently we have put our entire sales org (40+ reps) through Ian's Enterprise Sales School, via Pavilion. Not only have we seen the immediate impact in performance, but also in culture. Reps are more revenue driven, more focused on their goals and more consultative in their approach to customers. What makes the courses land is Ian is one of them - a rep who is driven by maximizing revenue and commission. That has got our reps buy-in quickly. Cannot recommend the Enterprise Sales School enough.

Dominik Pawolka

Enterprise Account Executive @ Adobe

Hey Ian, closed my biggest deal in my career so far (2.6M ACV, 7.8M TCV). The mindset and work ethic coaching helped me greatly to achieve this. Since coaching with you, my alcohol consumption drastically decreased and my overall life quality increased due to massive lifestyle changes. Wanted to say thank you!

Jeffrey Dorsey

Senior Key Account Manager @ Kaseya

“Closed $434,000 ARR today - most I've ever done in Q4, & closed the largest transaction of my young professional sales career today at $390,000 ARR (one of the largest deals in the company this year). Massive deal alone for an SMB/MME Rep. Crushed my quarterly & annual quota. Finished #1 on the entire sales floor in Q4 in ARR, & I will finish top 2 in the entire company this year in ARR. Thank you for your time, help, and most importantly believing in me Ian! I appreciate you more than you know. Sky's the limit & I can't wait to get to work with you next year. God is good Ian.”

Sonitha Kiman

Federal Senior Regional Sales Director @ Diligent

“I am so thankful for all the coaching I received from Ian. It has certainly paid off. I closed a $3.5M AAR ($21M TCV) opportunity, crushed my quota for the year, and hit my target income that we set out last year - which was still a little hard for me to believe it was possible. Looking back, it’s pretty crazy to see how much has changed for the better with my mindset and approach to sales after working with Ian. I still feel there is a lot of room for growth and will continue to work on those daily habits to be a consistent high level performer. It's been a game changer for me since we've started working together. It's kinda scary to think about the "what if"... if I had never reached out to Ian for help."

John Paul Koenig

Strategic Account Executive @ Convex

“Training with Ian Koniak was the best thing I ever did for my sales career."

Ian is the elite of the elite! I’m a seasoned/experienced seller and wanted to sharpen the saw. I was shocked at how much of the content was new and enlightening for me. There are familiar concepts but it’s Ian’s trademarked processed and content that take precious learnings to a whole new level. Whether you’re just starting out in Sales or you’re very experienced, Ian’s training program is in a league of its own!

Stephen Donohoe

Account Executive @ Clari

Ian's content kept making its way onto my feed and it was instantly clear he really knows what he's talking about, more than most. I reached out to have a conversation with him and shortly afterwards decided to start working with Ian in a one to one coaching capacity. In a really short space of time, I saw great results. Sales performance improved, business acumen developed, and knowledge around running more strategic, enterprise deals came on leaps and bounds. The key to this was spending sufficient time on mindset prior to skill development. Ian spends a lot of time focusing on getting your mindset right up front and instilling best practice to keeping yourself accountable and being all in. I'd highly recommend working with Ian in any capacity, especially related to sales, leadership, coaching and mindset. If you want great results, work with Ian.

Dario Trambale

Strategic Accounts @ Alation

Ian is the real deal. His understanding of software sales and buying processes are top-notch. He delivers value far beyond the cost of his program, and he is excellent at coaching and explaining specific tactics and general strategy. Since I started working with Ian I doubled my quarterly bookings and finished Q2 close to 200% of my quote. Setting me up for a great year. His program is a 100% recommendation for seasoned enterprise sales veterans and also people who are just starting out!

Ryan McMichael

AVP Sales @ CDI LLC.

“I'm thankful for you and your coaching program. Your coaching program has been the impetus of life altering change for me that will impact my family, friends, coworkers, clients, etc. Thanks Ian!”

Matt Livingston

Named Account Executive @ Salesforce

“I get 3x as much done in the same amount of time. Since joining the program, I have attained over 100% improvement in my quota at work and I will blow past my multi-year quota in Q3! I have improved my selling skills to the point where I no longer have imposter syndrome and feel like I can control my income. And on top of all of that, I have better relationships, more energy, less anxiety, more self awareness. I'm much more confident, organized, present, and at peace."

Todd Butler

VP @ FirstParty

I highly recommend Ian's Coaching and Mastermind Program. It's loaded with incredible content, actionable ideas, and the community is awesome. I was drawn to Ian due to his Enterprise experience and down to earth approach, based on a background of working in a highly competitive industry prior to Salesforce. Mindset and habits discussions have been super impactful. Ian has great frameworks and really helps you think about things from a different perspective. The community is packed with like minded people who are very helpful.

Chris Kerswell

Sales @ Redgate Software

Genuinely the best professional training I've ever received, in particular the module on personal motivation - I'm not one for hyperbole, but I'd describe it as life changing!

Jonathan Yasueda

Enterprise Account Executive @ MongoDB

When it comes to selling enterprise software, Ian is one of the best. The difference with Ian is his focus on the "how" vs. "what" and "why." I.e., most sales training talks about why it's essential to build executive relationships and what you need to do as a seller to get there, but where they fail to execute is around HOW you actually do it. Ian does this better than almost anyone; and will work with you to build a consistent, repeatable process. If you want to get better... give him a call!

Brian Powers

Director Commercial Sales @ Stensul

Ian recently ran a sales training workshop for our entire sales organization, including our Commercial, Enterprise, and SDR teams. Ian's been there before as a quota-carrying AE, which is very different from other sales courses I've taken in the past. I also like that he is transparent that his success didn't happen overnight. It took years of learning from other mentors, tweaking his approach, etc. to be as successful as he is today. For our session, Ian spent a lot of time prepping with us prior to our full day session to ensure all of the content was highly customized based on our needs as a team. He also did a great job understanding the value we deliver to customers, and tied that into his presentation.

Hunter Swanson

Regional VP @ DocuSign

I took Ian's 12-week mentorship program since I felt like I had hit a wall with my sales approach. I needed someone else's perspective and Ian was the perfect mentor to help since he comes from a similar background (Salesforce) and has tons of experience. Ian gave me new ways of approaching client relationships and how to feel confident speaking with the C-suite. We refined my discovery questions, improved my presentation decks, and dove into particular deals that I needed help with. This was well worth the investment and I appreciate the care that Ian puts into these sessions!

Sean Carr

Global Director @ Aquiva

Working with Ian has been amazing. I started working with him when I was changing roles and carrying a sales target. Ian helped me focus first on getting myself in a good space by committing to healthy habits and carrying those into how I show up to customers. His process from crafting messages through closing a sale has helped beyond just improving my sales skills to truly helping me define my own vision of success in my career and life.

Thomas M. Meichtry

Account Director @ Frontify

Having found Ian by listening to many of his guest appearances on various sales podcasts, I reached out to learn more from him by participating in his 12-week mentorship program. The reason I signed up is that I wanted to improve the way I sell and help clients. Six weeks in, I can confidently say that Ian's way of teaching superseded my expectations. Within the first six weeks already, I learned so much about approaching existing and new clients and expressing the value of what I'm selling to executives. Ian constantly adapted the content of each lecture to what was on top of my mind and helped me navigate complex deals as well, which came with immediate impact. I'm looking forward to the second part of the mentorship and recommend every salesperson selling to large enterprises to work with Ian!

Madeline Trigg

Sales Director @ InMoment

Ian is a force multiplier whose mentorship impacts both work and life. He's helped me lay the foundation to be more effective on a daily basis and prioritize what's important. I started working with Ian to level-up on sales skills and improve client conversations. We did that, but the skills I've developed to create balance in work and life have made an even bigger impact on what I'm able to achieve. Sessions are personalized, relevant and always valuable— I highly recommend!

Kevin Matthew

AE @ Crowdstrike

Ian is a great coach! I knew about him from my time at Salesforce and followed him on LinkedIn since I liked and agreed with his sales strategy. I invested my time and money in Ian's coaching when I became an Account Executive and it was worth every second and penny! When you start in technology sales, the learning curve can be overwhelming but in reality - It's simple! Ian has helped me become a better human being and gave me some critical feedback that changed my thought process about life in general but mainly on how I approach deals and prospective clients. He's helped me challenge myself through his coaching and helped me with personal and professional constrains that used to limit me from being a great human being and salesperson. I'm grateful!

Mike Hennessy

CRO @ Doxim

Ian -- you KILLED the keynote at Doxim's SKO! Great job -- nothing but positive feedback -- Sales VP's/CRO's -- happy to let you know of our experience with Ian -- get him helping your team while you still can!!

Ian Tenebaum

Enterprise Client Partner @ Meida.Monks

I had the pleasure of working with Ian in 2021. I have a lot of experience working with various resources, but Ian had the unique ability to marry the high-level coaching with the tactical hand-to-hand combat coaching of a sales trainer. I engaged Ian when I was pushing through a transition period and frustrated with the typical "sell you the dream" type coaches who end up being little more than a real-life version of the books we have all read or podcasts we listen to for free. Ian immediately dug in and rolled up his sleeves to not just share "theoretical" concepts but guide me through specific and tangible actions on a weekly basis to be effective. Our work together was instrumental in helping me reach a new level including closing a half-million-dollar deal with a Fortune 500 global tech giant. If you have that burning feeling like there is more you can accomplish but just can't crack that next level, then I highly suggest engaging Ian to help you get there.

Jordan Adamson

Account Executive @ Tive

I am going on my third month working with Ian and in his Gold Coaching program. This was my first investment in my sales development and I could not be happier with the value I have received from Ians experience both from a sales and personal perspective. Being a top performing sales professional goes beyond sales skills and closing deals. It starts with personal development, daily habits and becoming your best self; which is exactly what Ian is helping me to achieve. If anyone is considering betting on themselves and investing in a program, I would highly encourage you to work with Ian!! Super stoked for the remaining 9 months of this program!

Tim Peters

VP Global Marketing @ Doxim

Ian has run several sales training workshops for Doxim. I can’t speak highly enough about Ian, he’s been a true asset to Doxim over the past year. I’ve found it very difficult to find true experts in enterprise, complex sales, and he took the time to get to know our business and deliver some very impactful content to our sales and customer success teams. He’s been there in the trenches, and can speak authentically about sales - which our fairly tenured, senior team appreciated. And Ian’s now building out his own proprietary sales systems that's second to none. His keynote was great at our recent QBR – a great mix of what I would call education (with practical ideas, tactics and strategies to apply) and inspiration. It got an average rating of 9.9/10 by the attendees in the post event survey we sent out.

Tracis Schmitt

Employee Benefits Advisor @ USI Insurance

Ian has a unique ability of merging high level concepts into practical and actionable steps for all stages in a sales cycle. He focuses on the importance of mindset, and how to be a top level performer and have a healthy work life balance. Since coaching with Ian, I’ve built stronger relationships with my customers, 5x my deal size and pipeline, and have more time with my family. I highly recommend!

Anthony Michaels

Senior Sales Account Executive @ PLACE

“Working with Ian brought my overall close rate from around 45% to over 85% on a consistent basis. Thanks for everything Ian!”

Antonio Juco

Sr Account Executive @ Salesforce

I worked with Ian 1:1. As Ian came from Salesforce and was the #1 rep, I felt that I could adopt the same habits and rituals. Fast forward to after the coaching, I received that and more. We did deep work on the person I was, my strengths, weaknesses, and intrinsic drivers, in doing that I became more efficient at work, sold more deals immediately, and had more certainty to my year. However, the biggest shift was with my mindset and self talk. Many sales reps suffer from 'imposter syndrome' and Ian shared many tips and rituals to overcome that. Working with Ian was the best investment I made for myself, my career, and my family.

Tiana Ray

Sales Leader @ iSpring Solutions

iSpring was looking for a Sales Trainer/Coach who is close to our philosophy: selling is about help. Ian Koniak is a perfect match! His expertise comes from his sales experience, so he shared all the sales "secrets" in a simple AE language. The team is inspired, full of ideas and tips they can use in their everyday sales lives!

Michael Herlache

Commercial Account Executive @ Birdeye

“Wanted to thank you for the great Enterprise Sales School training so far and share a big win. After going through the bulk of ESS, I was able to level up my career from an MMAE to a commercial AE at a SaaS company. Really grateful and looking forward to crushing it in my new opportunity!”

Laura “LG" Guerra

Leading Sales & CS @ Pavilion

Ian did a sales training for our kick off with roughly 20 folks in person. Given my role at Pavilion, I interact with and have seen lots of sales trainers and speakers. This was one of the best live training sessions I've ever seen. Ian's authenticity and the way he engages the team was so effective from a tactical skills and morale standpoint. One of my reps legitimately said "That session changed my life." You will not be disappointed by signing up for his course or hiring him for your sales kick off!

Sophia Reji

Account Executive @ Stensul

Ian conducted a workshop for my sales team which I found organized, effective and valuable. He’s kind, warm, focused and has a talent for seeing inside you and understanding exactly what you need to achieve results. What’s notable is how incredibly genuine he is in his approach. It also doesn’t hurt that he’s been super successful in his sales career and has a wealth of information to share from his own experience reserves. All in all, Ian is a gifted coach that I recommend reaching out to for both sales specific and personal development coaching!

Emma Gonzalez

VP @ Fohr Card

I can say without a doubt that I'm a markedly different, more confident, more efficient worker because of my time with Ian. I first met Ian at a sales coaching event where he was a keynote speaker. I think I took over 12 pages of notes during that first two hour session, and was mindblown at how clear he was at distilling down high level sales tactics, into actionable, proven and digestible steps. Fast forward 12 months, I was looking for a mentor for 1:1 coaching. What drew me to working with him, outside of his sales experience, was his approach. I loved that he was going to come to every conversation with vulnerability, compassion and positivity. Sales can be a grind, and can be highly personal, but at its root, its just people trying to solve problems for other people, and hopefully making their lives that little bit lighter, and I liked that we shared that philosophy. I started with an initial engagement, which I extended and then expanded. We were lucky to have Ian host a one day workshop for our full sales team, which was a highly regarded training and received a 9.5/10 rating from our team. During our time Ian helped me with just about every facet of my job and responsibilities including; creating the right sales mindset, working on our messaging and positioning, tips on improving our prospecting process, improvements on how we go about structuring meetings, updating our discovery questions to get to the root of our clients problems, how to improve my productivity, and processes for prioritization and a review of my team structure. I also appreciated that our conversations were always a balance of work and personal, never forgetting that we're human, and my team are humans and that the foundation of any meaningful success is making sure that those needs are taken care of as the first priority. Very happy to recommend working with Ian.

Matt Ferguson

Sales Manager Coach @ MDF Coaching and Consulting

“Ian, just wanted to Thank you again for everything you post about. You have no idea how much it helps and inspires me. I haven't run in years because of my lower back but had started doing yoga lately, which has helped and just started running again last week and signed up for a 10k in December. Keep up the great work.”

Michelle McLennan

Senior Enterprise Sales Director @ TCG Process

“Obsessed is an understatement. This is everything I have been looking for. The self service mode is "excellent". I will get silver next year and gold hopefully the year after if everything works out as planned. But this is worth every dollar. You have no idea how challenging it is when you have no access to resources in a startup, they don't train you, they put a leader in front of you who doesn't train you. May be worthwhile to reach out to VC's or start ups directly to market your program. They are in desperate need of it if they are in Pre-seed, Series A, or Series B.”

Amparo Polanco

Enterprise Strategic Accounts @ Amazon Web Services

“Hi Ian, I am listening to the sessions/recordings I missed, catching up. I have to tell you, you are extremely inspiring. You being so real is very powerful and I get your message. Your content is absolutely on point. It resonates with me every step. The rhythm in the interactions brings it home. You should feel extremely proud of yourself for creating such an amazing program and for being such a leader and teacher... You are an inspiration and I am so happy and grateful for this journey. Congratulations you are awesome and thank you!!!“

Brandon Nguyen

Oracle Cloud Sales Rep @ Oracle

“I joined the program because I saw how genuine Ian was when explaining his career failures, fighting his addictions, and saving his marriage. Seeing his approach of full transparency, open communication, and how he treats his wife with the utmost respect inspires me to be the same way. At the start of the program, one of my goals was to improve my relationships. Now I'm on my 4th month of dating with my girlfriend. Note that I've never had a girlfriend before this, but I've been trying to be like Ian: always genuine, authentic, and honest to my partner... so far I have a happy and healthy relationship! Since Ian teaches about succeeding holistically in all aspects of life (not just career), I thought this was worth the share. Thank you Ian!“

Nick Hanson

Enterprise Account Executive @ Ceridian

“Apparently mindset works. Got into a new RFP this week. Also got 4 other prospects to agree to meet with me. I'm in enterprise and most of these deals are 750k and above. Let's go! I told my boss and VP today that I have to be the top rep. No longer settling given the skills I already have and those I'm going to acquire.”

Brendan Dyer

Strategic Account Executive @ Mavenoid

“I'm on track to finish as one of the top reps on my team this quarter and close the two biggest new logos I've ever sold to, AND next week I should close the largest deal of my career.”

Jeraldine Phneah

Account Executive @ Spot.io

“This program has changed the way I look at my job, and I feel more motivated and confident. I’ve closed 3 new logos in my first 2 months!”

Tyler Erickson

Account Executive @ Procore

“The RGAs for my daily habits have had the biggest impact; along with examples of sequences for tailored outreach, mindset for executive level discovery with a heart for serving. I love the focus on consistency with habits - professionally and personally and in marriage and fatherhood. It’s challenged me to reflect more how what I can do to become the best example of both a husband and father I can be, along with the best version of myself I can be - through consistent daily AM habits as a start.”

Brett Simek

Account Executive @ Salesforce

I moved back to the US at the start of this year, after nearly 6 years living and working abroad. This relocation was unexpected and I knew I could use the additional support of a Sales / Performance Coach to help me both mentally and physically during this transition. I had a few work colleagues who followed Ian's content on LinkedIn, and after watching a few of his videos, I was immediately intrigued. His energy, direct approach, vulnerability and proven track record were exactly what I was looking for in a Coach. As soon as enrollment opened, I joined as a gold level member because I wanted to dive in right away with 1:1 sessions. I was already in a decent place both physically and mentally, but I was definitely operating with a "Work Harder, Not Smarter" mindset and did not have a great "Work/Life Integration". One of my biggest takeaways came from one of our early sessions - The Golden Rule of Time Management: The quality of time you work determines the quality/quantity of time you have outside of work. Ian shared a wealth of knowledge, resources and proven strategies that he had used during his time in Sales as well as in his coaching business, that I was quickly able to deploy into my own career / life. These minor adjustments and strategies had an immediate impact on my Sales performance and quality / quantity of time outside of work. In respect to strategic selling, Ian has a proven track record as a top performer, selling software at the highest level, so I was also able to gain invaluable insights into his strategic selling approach. Everything from prospecting, discovery questions, transactional vs strategic, finding change agents, accelerating deal cycles, delivering pricing, etc.. just to name a few! There is still so much great content in his coaching portal that I am continuing to work through. The takeaways from Ian's coaching have been invaluable and have more than paid for the program. If you're looking to take that next step in your career / life, then I would highly recommend Ian's coaching program!

Christi Civalier

Enterprise Account Manager @ Salesforce

“The program has helped me focus on the daily tasks and where I should be spending my time and has allowed me to focus on what is important.”

Sergio DelRosso

Account Executive @ Salesforce

“The course helped me hit the reset button on my mindset and habits to focus on the process not the outcome, once this changed things progressed much faster.”

Peter Chasseaud

Enterprise Account Executive @ Sitecore

“The tools and guidance provided by Ian, have helped me to become more focused throughout the working day and therefore, become more impactful in each and every action/interaction. The course has come at a time when I have been making/have made some major changes in my life. Ian's guidance and input has helped to further underline how important these changes are to ensure work success but also and more importantly, in my personal life.”

Aaron Hodes

Enterprise Account Executive @ Shipbob, Inc.

“My biggest win was being able to truly gain more time back in my day by being extra diligent with my calendar and the white space. Really digging into my "why" has allowed me to come every day with everything I got which has translated into a more positive mindset. The positive mindset and buyer centric messaging allowed me to create 2 "million in pipeline in 30 days!”

Rome Chopra

CEO @ Ziplyne

“My biggest win so far has been the confidence I now have been able to develop in front of c-level executives. Based on the storytelling, the prospecting techniques, and the proposal templates...they have helped me shape our current conversations in the pipeline.”

Soraly Kernohan

Strategic Account Executive @ Lakeside Software

“Your video yesterday got me out of bed at 5:30 am this morning to work out and go for a walk before my daughter woke up and made me start my day in a much more positive way. Funny enough, one of my teammates sent me the video too without knowing I'd already checked it out! I've been preaching your content to my team for a while. I wanted to share the good vibes with you. Keep crushing it and thanks for inspiring many of us when we need it most.”

Thomas Haggarty

Enterprise Account Executive @ FullStory

“Just wanted to thank you for all the help with Nordstrom. Got it closed on Friday (and had a few "base hits" as you'd say) and ended up at 140% and #1 for the quarter! Larger adobe deal slipped to this week due to some Covid sickness' that would have put me even higher but will get Q4 off to a hot start!!! Thank you for all the help, wouldn't have closed without you!”

Myron Bryant

Senior Account Executive @ Salesforce

“Just closed the biggest deal of my career so far thanks to what I've learned in the program/1:1 coaching with you. I'd followed you on LinkedIn for months before joining and I'm shocked I'm seeing results this fast! Not only did I close that deal, but I've hit my Q4 number, and have a huge amount of prebook in Q1 of next FY - on track to be over halfway to my annual number by E0Q1. Thank you for your approach anf guidance. Walking into this year in this position and with confidence feels amazing. I'm most excited by the continued growth to be had - as you coach not just for a deal or two, but to create consistent high performers. Cheers Ian!”

Thomas M. Meichtry

Account Director, Global Strategic @ Frontify

Having found Ian by listening to many of his guest appearances on various sales podcasts, I reached out to learn more from him by participating in his 12-week mentorship program. The reason I signed up is that I wanted to improve the way I sell and help clients. Six weeks in, I can confidently say that Ian's way of teaching superseded my expectations. Within the first six weeks already, I learned so much about approaching existing and new clients and expressing the value of what I'm selling to executives. Ian constantly adapted the content of each lecture to what was on top of my mind and helped me navigate complex deals as well, which came with immediate impact. I'm looking forward to the second part of the mentorship and recommend every salesperson selling to large enterprises to work with Ian!

Dave Wateridge

Senior Director of Sales @ Brightcove

The program is providing me with the mindset and habits to be successful in all aspects of my life. Specifically, it’s helped me build out my strategy when starting in a new role with a much closer focus to working with executive leadership teams. It has helped me prioritize my personal life in the correct order, allowed me to enjoy more time with my family because I'm working on the things that matter during my hours at work. It has also helped me avoid spiraling out of control after recently being laid off. I've really appreciated the combination of structure that Ian's sessions have provided combined with the flexibility to focus on what is most important that week

Ian VanHover

Director of Accounts @ TOLA

“Since taking UTYSP with Ian, I have been able to step into an Enterprise selling role with focused confidence due to the applicable enterprise engagement tools/content/knowledge provided during the program. I now understand more about who I am as a person, how to approach annual financial planning in sales, and what prioritizing family should look like.”

Rich McGrew

Strategic Account Executive @ Salesforce

“This program has really helped make consistent positive habits top of mind.”

Jarred Knapp

Enterprise Account Executive - GA @ SPS Commerce

Ian and I started working together in the summer of 2021. I was looking to improve results in my sales career so I could accelerate my real estate side business. I've learned a ton from Ian. It's hard to put it all in writing because we've covered so much from how to show up outside of work (husband/dad), mindset for work and all the tools and skills needed to be a successful enterprise rep working with C-level executives. Here's the top ways he's helped me: 1) Secure Enterprise promotion within my organization 2) Refine prospecting approach to land meetings with strategic accounts with larger deal sizes 3) Run effective and concise meetings with executives to get to the heart of the problem and why it's important to solve for it now I highly recommend working with Ian. You're ROI as a company or individual will be at least 10x!

Tim Dorris

Chief Revenue Officer @ Stensul

I personally enjoyed, and have received positive feedback from my team following Ian's Workshop. The mix of mental habits and skills, along with tactical, practical plays to run, and interactive participation and role plays landed really well with the team. We aligned the agenda to go deep into areas of the Sales Motion we are already giving attention, and the 3rd party lens to look at our process added a lot of value. Thanks, Ian!

Brian Powers

Director, Commercial Sales @ Stensul

Ian recently ran a sales training workshop for our entire sales organization, including our Commercial, Enterprise, and SDR teams. Ian's been there before as a quota-carrying AE, which is very different from other sales courses I've taken in the past. I also like that he is transparent that his success didn't happen overnight. It took years of learning from other mentors, tweaking his approach, etc. to be as successful as he is today. For our session, Ian spent a lot of time prepping with us prior to our full day session to ensure all of the content was highly customized based on our needs as a team. He also did a great job understanding the value we deliver to customers, and tied that into his presentation.

Hunter Swanson

Regional Vice President @ DocuSign

I took Ian's 12-week mentorship program since I felt like I had hit a wall with my sales approach. I needed someone else's perspective and Ian was the perfect mentor to help since he comes from a similar background (Salesforce) and has tons of experience. Ian gave me new ways of approaching client relationships and how to feel confident speaking with the C-suite. We refined my discovery questions, improved my presentation decks, and dove into particular deals that I needed help with. This was well worth the investment and I appreciate the care that Ian puts into these sessions!

Sonitha Kiman

Senior Regional Sales Director - Federal @ Diligent

After discovering Ian on a podcast, I was immediately inspired to work with him. After nearly 18 years of sales experience, I realized I had gone as far as I could go on my own and it was time to make an investment in myself in order to perform at that next level. But what I ended up getting out of Ian’s 12 week coaching program was far more valuable. He has transformed not only my sales approach — but more importantly my outlook on life. As a newly married man, my mindset had always been focused on my personal outcomes, but Ian completely shifted that to making the client’s outcome the most important one. Everything about Ian’s program is based on real world experience and equips you with concrete tools and templates you can immediately put into practice. I learned how to 1) run a powerful discovery session with executives, 2) shift from an inward to an outward minded focus, and 3) be my true and authentic self. I have much more confidence in my ability to navigate and close new business in a complex sales cycle and as a result I have seen an uptick in my sales opportunity funnel as well as an overall increase in sales.

Samuel K.

Account Executive @ SmartBear

I reached out to Ian for his coaching and guidance when engaging enterprise accounts at the executive c-level. Ian has many years of experience in this industry from which he draws upon (SaaS and on-premise) and knows what is required to achieve repeated success year-after-year. I would recommend Ian to anyone looking to improve their success rate when it comes to large corporate deals that are accompanied by complex organisational hierarchies. Thank you for your support Ian.

Felix Schlenther

Managing Director @ realworld one

Ian was my sales, leadership and personal coach. In our weekly sessions, he helped me to tackle personal challenges, to become a better sparring partner to my customers and a better leader. Ian's coaching style is very authentic. He creates a space where you feel comfortable to open up and to learn. In addition, Ian shares a lot of templates and material that helps you to reflect on what you've learned during the sessions. If you want to become a better sales rep or leader - Ian is your man!

Zak Garner

Sr Strategic Account Manager @ 6sense

Working with Ian as a sales coach was a highly valuable experience that benefit me professionally and personally. Our coaching sessions blended Ian’s history of selling to enterprise executives with an “outside-in” perspective on my own business that led to tangible examples and templates for how to effectively engage enterprise decision makers and a planning framework to maximize what I accomplish each day. During our time together, Ian helped me close a 7-figure ARR contract with a large enterprise customer (the largest deal of my career) and, just as importantly, accomplish my ideal work-life balance. I would highly recommend Ian to other sellers looking to uplevel their skills and achieve their professional/professional goals!

Dallas Stonhaus

SVP of Sales, Head of Americas @ Ironclad, Inc.

I worked at Salesforce for 16 years and had the pleasure working with some of the best sales people in the industry. Ian was the best of the best. He has a consultative approach, genuine interest to help his customers and established himself as a trusted advisor with the C-suite. Ian separated himself with his mindset and work ethic and was always someone we leaned on to help up level and motivate the teams.

Ryan Greene

Enterprise Account Executive @ Flosum

I've been working with Ian for individual sales coaching for the past 20 weeks. I love working with Ian, besides apart from him being a great person, his sales program has helped me immensely in many different ways. A big part of where he focused was in my habits outside of work. He taught me that your habits outside of work dictate how you are going to preform when your at work. I dialed in and made the changes Ian spoke about, and I saw the results almost immediately. He's helped me grow as an AE as well as an individual. I've experienced more growth with Ian in 20 weeks than I have in the past 15 years with any manager or mentor I've had. We covered every facet of sales. From discovery, to working with C-Level executives, prospecting, closing methods, ETC. All of the information we spoke about was highly relevant, and works in real world situations. I went from missing goal, to over attaining my Q2 quota by almost 200%. My investment in Ian was paid 3x over in the first quarter I started working with him. I would highly suggest to work with Ian if you want to learn and challenge yourself with being the best verison of yourself and a top rep.

Daniel A.

Business Development Executive @ Gartner

I was fortunate to find Ian through a colleague in my vertical. Throughout my career I’ve worked with a handful of coaches, and I’ll gladly say the three months I’ve worked with Ian has affected both my personal & professional life with significant positive impacts. Ian differentiates from the flock in several ways: #1 - his tenure & experience. Most coaches nowadays have a dated track record of success. Ian is still on the ground running, and his 20 years of experience being a top performer in Sales make it easy for him to give relevant & actionable guidance. #2 - His program builds it’s foundation on the crucial importance of your mental health & wellbeing. Ian helped me develop life changing habits with my nutrition, exercise and mindfulness. I had a chance to truly understand the important role they play in my success. #3 - When implementing Ian’s actionable advice, he’s almost always available to answer questions or give feedback outside of coaching hours. There wasn’t a topic he wasn’t willing to discuss, and he always explained “Why” he’d recommend that specific course of action. I’d definitely work with Ian again and recommend the same for anyone in Sales looking to get to that 1% level.

Josh Patiño

Senior RVP, Sales @ Funnel Leasing

I hired Ian because I was brand new to B2B sales. I also have a coaching background and know the fastest way to improve is to get coaching! After 3 months with Ian I closed my first deal and he gave me the confidence to really kickstart my career. Highly recommend him to anyone looking to accelerate their growth! You won’t be disappointed.

Jason Maier

Regional Sales Manager @ MY01

I hired Ian as an Sales Coach after recently getting promoted to Sales Management. My goal was to hit the ground running in my role, and I knew Ian had a successful track record of leading sales team and coaching individual contributors which I could learn from. I've been very happy with the coaching I received from Ian, and would highly recommend him to any AE's, Managers, or Executives looking to up their game. There are three main areas I worked on with Ian: 1. Focus - Ian helped me identify the core RGA's (Revenue Generating Activities) I should focus on in my new role, so I could minimize all the noise and distraction that was coming my way as a new manager and make an immediate impact for my team. 2. Time Management - Ian shared many productivity hacks which have helped me save time, work more efficiently, and stay organized in my role 3. Personal Development - Ian's philosophy in life is that we can only perform our best when we feel our best, and with his guidance I've made working out a top priority every day. 4. Calling on Executives, including executing a strong discovery phase, creating a solid proposal, and ultimately closing large deals. If anybody is considering working with Ian or joining his coaching programs to improve their performance, look no further because he will deliver exactly what you need.

Adam Istrate

Enterprise Account Executive - Retail & CPG @ Snowflake

Ian has been my coach for the past three months now. We started working together because I wanted to ensure that I was serving my prospects and customers in the best possible way, so I wanted to learn from an elite professional. My time with Ian has been transformational and I wouldn't hesitate recommending him to any of my peers or connections. Thanks for teaching me how to always be the best version of myself! A long way to go still, but it's very useful to have your guidance!

When I first stumbled across Ian on the Sales Success Stories podcast, I immediately knew there was something different about him. Ended up reaching out to him via email and decided to hire him as my sales coach. It’s the first time in 15 years I decided to invest in myself, and it was one of the best decisions I’ve ever made. I'm only 4 sessions in, and I feel the training has already paid for itself... was able to land vendor of choice with one of my biggest prospects. I attribute the momentum to Ian's coaching. If you are thinking about working with him, just do it! Ian is a builder of people, positive influence, and knows what he's talking about. Thankful for the opportunity to work with him.

Samir Ghia

Co-founder & Chief Legal Officer @ Opt Health

Ian led a group session for the leadership team at Opt Health and it was very powerful on many levels. On one level, he guided us through an introspective process of uncovering and clarifying personal insights and motivations. He did this by doing what every great leader does – by going first. He shared his own personal journey, and this created the space for the group to do the same. On another level, he posed insightful questions and invited the group to collaborate on the answers, which, when done in this context, produced some exciting ideas and discoveries. The genius part was helping connect the individual and group goals to strengthen a shared vision. The session helped facilitate bonds between team members and surfaced some fresh ways of approaching challenging issues. I highly recommend working with Ian if you have the chance!

Shane Ray Martin

Founder @ Stealth Startup

Ian is a sales machine. His approach is relationship-focused and value-driven. I'm blessed enough to know who the man Ian is, but very thankful to have him as a sales coach too.

Sarah (Bernosky) Eichten

Team Lead @ Adyen

Ian is an absolute wealth of knowledge and is able to take his best practices - which are quite literally the best in the industry - and distill them down into simple, pragmatic strategies. Beyond this, he leads a life of intentionality and is a living example that you don't have to compromise your life in exchange for a successful career in sales. Thank you, Ian, for being a role model to the sales community!

Michelle Sanders

Sr. Sales Manager - Mid Commercial West @ Databricks

Ian led one of the most inspirational sessions with my sales team recently. Ian shared his story of a successful career but most importantly how to thrive in the sales profession and in life. Because Ian walks the walk, his perspective on handling the rollercoaster ride of highs and lows is very valuable especially in today's world. He provides a multitude of concrete tools to stay focused on the priorities, and shared how he has developed daily practices that address the balance we all need to be our best both at work and in our personal lives. Ian has such a passion to serve others and both his sincerity and the hard work he's put into develop into the mentor he is today shines through!

Michael Thorley

Senior Account Executive, Healthcare @ Rubrik, Inc.

I hired Ian in a private coaching capacity not only because he has clearly mastered the art of Enterprise Sales, but the mindset, purpose and habits that go hand in hand with this success. Given his track record, it pretty much goes without saying that Ian's coaching across all areas of the sales cycle has been fantastic in helping me to serve ChannelAdvisor's enterprise clients to the best of my ability - this, combined with his guidance on how to approach, begin and maximise each day has been a high value experience. My primary goal in working with Ian was to take both my professional and personal habits to the next level, and I would highly recommend Ian to anybody looking to achieve the same.

Soraly Kernohan

Strategic Account Executive @ Lakeside Software

Ian has been instrumental in helping me elevate my sales skills. I reached out to him after a tough 2020 missing my quota after several years as a top performer to help me focus on the basics and be the best version of myself to support my clients needs . He's helped me focus on my mindset and separating my self-worth from my quota, leading to better output and what I know will be a great 2021. I used to get pretty nervous speaking to high-level executives and no longer do. He provided me the training to understand that at the end of the day we're all people and with the right preparation and practice, I am providing value by helping solve their business challenges. I look forward to learning more from him and other ways to improve my self in both my personal and professional life.

Michael Wlazlo

Enterprise Account Executive @ Dell Technologies

Ian’s authenticity, extensive enterprise-level experience and genuine feedback were among the many benefits I experienced through his coaching. He structures each 1:1 session to uncover whatever challenges may be blocking you from achieving greater success. He truly understands and demonstrates strong empathy to help you overcome daily struggles. Ian provided solid insight and perspective as to what executives are thinking to help navigate the enterprise sales process. Additionally in his videos and weekly newsletter, Ian puts forth rich content weekly that serve to inspire, motivate and focus all professionals. In a crowded field of sales coaches, Ian stands out as a Beacon offering insightful and fresh thinking on the enterprise sales process, with strategies/tactics to help you achieve new levels of professional growth.

Michael Sevilla

Director of Sales | Leading B2B | Sales Management @ HYAS

I initially hired Ian as a coach to become better at prospecting into, and selling to, the C suite. Ian and I have been working together for 6+ months. 1) in pure financial terms, his coaching (YTD) has directly yielded a 1,233% ROI for me in 6 months. 2) Ian helped me prep/interview, negotiate, and ultimately select the right AE role among several highly competitive offers. 3) His coaching philosophy guides you for the long term: you have to be excellent in life to be excellent in sales. Our coaching sessions have evolved to improve my effectiveness of pipeline development and management. He's provided feedback and valuable insights (both tactical and strategic) on how I could be more effective at discovery (questions and active listening), creating buy-in, expediting the sales process, and presenting a compelling sales pitch. More importantly, Ian is generous with time, insight, and friendship. He is hyper focused on me achieving my version of success. I strongly recommend Ian to anyone who wants to become better at life, sales or has a vision/desire to become a better version of themselves.

Joshua Curry

Sr. Account Executive @ Square

Wow! I started coaching with Ian after leading sales at a startup in San Francisco. I was ready to get back into an IC role and was looking to find an aligned fit with a new company. Ian helped me get clear on my values so I could make the right decision for me and my family when it came to my next role. He sharpened my ax, helped me get multiple job offers, and ultimately a role at Square that I'm super happy with. Beyond that Ian dove deep into sales tactics, developing value pitches, cadences, and day to day metrics that were important for getting started in my new role. He also dove deep into working with the strategic accounts in my pipe. Blown away by his knowledge support. Dude's a genius, freaking love you man! Highly recommend, always, and a million times over!

Will Oliveira

Senior Account Executive @ Zendesk

Ian has been my mentor for the past few months and since day one I got a ton of value from our sessions. I can clearly see how much my approach to selling has changed on different fronts. From the way I plan my territory, prospect into new accounts, preparing and having executive meetings, how I position the solution all the way to presenting the final proposal. Ian is committed to delivering as much value as possible on our sessions and he goes beyond the tactical stuff we often see in Sales books which would take me months or even years to figure out on my own. Additionally, he’s helped me with motivation and on developing a winning mindset. I had just come back from paternity leave and with the whole pandemic going on, it was an important aspect for getting me back on track. I highly recommend him for anyone wanting to step up their sales careers.

Aaron Seabaugh

Sr Digital Consultant @ TELUS International

As an executive in technology, making the right decisions is critical to the success of your company. In 2014 I was working with Ian on a large deal with SF which turned out to be an amazing experience. Ian helped me make sure that all arrangements with our contract fell in line with the overall goals of our company which in turn led to many successes. Ian focused on understanding the challenges we faced and did everything possible to make sure we were able to meet our objectives. Having a salesperson working on your behalf is a great experience. Working with Ian was exceptional and he set a new bar on how I measure sales partners I work with today.

Patrick Knapp

Account Executive @ OutSystems

I learned a lot and I am very thankful for that. Ian coached me for more than 3 months, and I had never the feeling that he is holding content back. The training was tailor-made to my needs. Ian showed me also numerous examples to give me a better understanding of his sales approach. The training was super helpful for me and I could use it immediately in real customer situations. What I have learned for example is to be authentic, to have a question process and how to structure a killer sales pitch and move deals forward. I would recommend Ian to everybody who wants to take the next steps in their sales performance.