Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Ian Koniak.

Ian is the Founder and CEO of Untap Your Sales Potential, a sales training company for B2B Account Executives. Prior to starting his own company, Ian worked in B2B technology sales for 19 years at fortune 500 companies holding both individual contributor and leadership roles and was the number one Enterprise AE globally at Salesforce, closing over $100M in sales throughout his career.

Ian’s mission is to share his learnings from over 20 years in tech sales to help AE’s perform their best, so I’m excited to dive in and get his thoughts on what’s working and what isn't working in B2B sales in 2025 and beyond. 

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

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TOPICS:

00:00:00 Intro

00:01:15 Broken Outbound Model

00:04:50 What’s Working Today

00:23:04 AI in Sales

00:40:52 Average Sales Tenure

00:44:37 Choosing the Right Employer

00:49:10 Untap Your Sales Potential

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QUESTIONS:

1. Is traditional outbound sales broken, dead, or dying? If yes, how so?

2. What’s actually working for outbound sales today?

3. What’s your take on AI in sales over the next 5-10 years?

4. What’s the key to achieving a long sales tenure at the same company?

5. How should salespeople choose the right company to sell for?

6. What is Untap Your Sales Potential and who should get involved?

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LINKS:

Ian’s Website: https://www.untapyoursalespotential.com 

Ian’s Webinar: https://www.untapyoursalespotential.com/top-4-chatgpt-use-cases-for-tech-sellers

Ian’s LinkedIn: https://www.linkedin.com/in/iankoniak

Ian’s YouTube: https://www.youtube.com/iankoniak

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

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