The Revenue Leadership Podcast with Kyle Norton E39: CRO James Roth on Resilience, Reinvention, and AI at ZoomInfo
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Jul 9, 2025 In this engaging talk, James Roth, the Chief Revenue Officer of ZoomInfo and former SVP at Vonage, dives into his transformative leadership journey. He emphasizes the vital role of resilience in navigating market challenges and corporate shifts. Roth discusses innovative strategies for leveraging AI and enhancing data utilization, spotlighting ZoomInfo's Copilot feature. He also explores evolving sales roles and the importance of a data-centric approach to customer engagement, highlighting how these changes drive measurable success in a competitive landscape.
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From Door-to-Door Salesman
- James Roth started his career as a door-to-door salesman, hitting 50 doors a day without modern comforts like air conditioning or snacks.
- This old-fashioned selling built resilience and grit foundational to his sales leadership journey.
Resilience Built Through Hardship
- Resilience and grit in sales often stem from enduring rejection and harsh experiences early in a career.
- Reps starting in the tech boom lacked this toughness, facing challenges when market conditions turned harsh.
Lead From The Front
- Leaders should face market challenges transparently alongside their teams to maintain trust and understand customer issues.
- Leading from the front during tough times is critical to guiding strategy and reassuring stakeholders.