Podcast episode
Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)
30 Minutes to President's Club17 May 202329 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 ZoomInfo: 5 Plays, 30MPC Style FOUR ACTIONABLE TAKEAWAYS Don’t let the fear of breaking rapport prevent you from asking for the next step. Answer the yes-or-no questions and SHUT UP! Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it. Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand. PATH TO PRESIDENT’S CLUB CEO & Founder @ ZoomInfo CEO & Co-founder @ DiscoverOrg Adjunct Professor @ Washington State University RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
And so, yes, we do do that. And it just, it frustrates prospects to lose a tremendous amount of credibility because you didn't just tell them like, yes, we do that or no, we don't do that. So answer yes or no questions with the yes or no first, then get into the nuance. Stellar. Round us out. What's number three? “Number three is you should be leveraging job postings and the career page of your prospects” or customers' websites before you get on a call with them every single time. Job posts are filled with interesting information about the company. You know, if our sales guys are going on a call, I'm asking them to look up the account executive job post, the VP of sales is job post, the director of sales is job post that
who didn't identify themselves? Yes. Great. That's a really valuable intent signal when a company comes to your website and you're not doing anything with it, but your marketing team has already spent the money to drive awareness and traffic to the website. Let's go look at that “cohort and actually turn what is not a lead into an actual lead for your sales team.” And I'll show you a motion about how to do that. But anything that they're telling me, I'm trying to craft a solution that leverages Zoom info to do that. And it's never like, oh, well, we have 260 million contacts and our closest competitor has 150 million contacts.
in terms of how other world-class teams use you to achieve that exact same vision. And lastly, number four, turn the CEO's team into champions before you meet with Henry. “In other words, you should be using the department leads or your champions to get the inside scoop on the economic buyer.” What do they care about? What pisses them off in meetings? What's important to them? What are the types of things that go well or don't go well when you meet with this person? Alrighty, Nick, how can people help us out here? Don't help us out. Send Henry a thank you.