Podcast episode
Hall of Fame: Steven Bryerton
30 Minutes to President's Club25 Nov 202436 min
Description
FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs. Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product. STEVEN'S PATH TO PRESIDENT’S CLUB SVP of Sales @ ZoomInfo VP of Sales @ ZoomInfo Director of Sales @ ZoomInfo Manager, Enterprise Sales @ ZoomInfo RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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What I'm also going to do is before that call takes place, I'm going to do some more pre-call research. So I'm going to like review earnings calls if they're a large publicly traded company to find out what their CEO CRO is talking about for growth expectations. I'm going to look at their company websites and I'm going to look at like, what are they hiring for? Are they hiring for marketing roles, sales roles? “You know, the things that I care about because that indicates growth.” I'm going to look at their case studies and I'm going to look at like who the individual was that gave the case study. What are the key takeaways that that person talked about and where that particular company's solution helped their customers? Because then my demo, my conversation is all going to again be put into sort of that language.
Like you want to be leaving that meeting feeling like, Steve, that was incredible. Thank you so much for bringing this to me. So you're going to take all of those things that you uncovered on the first call, you know, the questions that you asked and sort of that plan component, you're going to put together, hopefully, ideally a custom deck that sort of brings together those bullet points. “You're going to bring together customer stories, case study, story, video,” something along those lines of their peer set. And you're going to architect that meeting along that whole storyline. So it's going to sound like, Hey, Armands, you know, Nick, we had a great first meeting and he talked about A, B, and C. So it might be like his struggle to find great fit accounts, the challenge of people getting to respond to him.